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Introducing Atlas: Your AI Revenue Strategist
Every company gets exactly the behavior it pays for. Atlas helps you make sure it’s the right one. Today, we’re thrilled to announce the full launch of Atlas, our AI...
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Introducing Atlas: Your AI Revenue Strategist
Every company gets exactly the behavior it pays for. Atlas helps you make sure it’s the right one. Today, we’re thrilled to announce the full launch of Atlas, our AI...
Sales
How to Design Compensation Accelerators that Motivate
A compensation accelerator is a tiered commission structure where a sales rep’s commission rate increases once they meet or exceed a designated goal, such as a sales quota or a...
Leadership
5 Checks to Ensure Your Commission Spend is Supporting Profitability
You have to start treating commissions as a strategic lever. This is a must! Because the era of grow-at-all-costs is long over. Boards and CFOs have consistently been asking the...
Leadership
Balancing Sales Compensation Plans that Drive Performance and Budget Alignment
RevOps sits between two functions with competing incentives: Sales wants generous, flexible plans; Finance wants predictable, conservative ones. Comp planning is where those two forces collide, and the resulting plan...
Leadership
Summer Sales Slump Fixes: Should You Adjust Quotas or Compensation Structures Seasonally?
The summer slide isn’t just about students losing a bit of the skills they learned the previous year. It’s applicable to sales too. As a result, every summer the same...
Leadership
How Jacki Leahy Aligns Finance and Revenue Through Smarter Comp
Finance and revenue are about to become the most important relationship in go-to-market. Jacki Leahy’s playbook for aligning them starts where incentives actually live: the comp plan. Most go-to-market teams...
Leadership
How Adam Wainwright Builds Predictable Revenue with Better Signals and Smarter Comp
HubSpot’s Adam Wainwright has spent 15 years watching deals slip at quarter end. His playbook for fixing it starts with the signals most teams ignore and ends with comp and...
Leadership
Transitioning from Founder-Led Sales to Your First Sales Hire
There’s a stretch in every early-stage company’s life where the founder is the sales team. The pitch, the demo, the negotiation, the contract redlines… all of it falls to the...
Leadership
The RevOps Summer Reset: 7 Commission Management Inefficiencies to Fix Before Q3
Most commission problems are not pay problems. Rather, they are process, data, and governance problems that show up in pay. As organizations approach the second half of the year, these...
Sales
5 Ways to Reduce Friction During the Sales to CS Handoff
Mid-year is when sales-to-CS handoff cracks become visible. Here are five comp-driven ways to tighten them without paying twice for the same revenue. By the time mid-year performance reviews roll...