Leadership
Leadership
How to Design Comp Plans for SaaS Sales Teams of 50+ Reps
As your SaaS company scales past 50 quota-carrying reps, compensation becomes a core part of your go-to-market infrastructure. What worked for 10 reps breaks at 50. Spreadsheets create bottlenecks. Edge...
Leadership
Simplifying Complex Commission Structures: 5 Strategies That Work
The complexity of a commission plan is more than a headache. It’s expensive. Comp complexities create distrust, administrative bottlenecks, and misaligned incentives, reducing productivity and increasing turnover. When plans are...
Leadership
How to Pass a Commission Audit Without Losing Your Mind
Commission audits have a way of turning even the calmest Finance leaders into late-night spreadsheet detectives. One minute, you’re closing the books. The next, you’re digging through old comp plans,...
Leadership
Commission Forecasting in a Volatile Market: A Guide for Finance
Economic volatility makes commission expenses one of the hardest cost lines for Finance to predict. Historic data becomes less reliable for forecasting, making it difficult to estimate future commission payouts...
Leadership
5 Ways to Model Cost of Commissions
Sales commissions are one of the largest expenses on your GTM budget, and one of the hardest to forecast accurately. Too often, finance and RevOps teams don’t model commission costs...
Leadership
RevOps Compensation Structures: A Data-Backed Call for Change (Report)
RevOps is no longer a back-office function. Today, RevOps leaders shape forecasting accuracy, GTM efficiency, pipeline health, and how revenue teams operate day-to-day. They sit at the center of growth:...
Leadership
RevOps Resolutions: 5 Habits to Master Compensation and Planning in 2026
Every January, teams set goals they hope will fix last year’s problems. And every March, most of those goals quietly fade…especially in RevOps. That’s because the biggest challenges RevOps leaders...
Leadership
The Commission Audit Checklist: How to Stay Audit-Ready All Year Long
January is the first paycheck month for many reps after Q4, making it the perfect time to address audit risks around commissions. When payouts spike and complexity increases, even minor...
Leadership
RevOps Playbook for Launching New Compensation Plans in Q1
The first quarter is prime time for compensation plan changes: 80% of U.S. businesses revise their sales compensation plan every two years or less, according to Harvard Business School research....
Leadership
How to Calculate Sales Commissions
Sales commission calculation is foundational to motivating reps and driving revenue, but the method you use matters as much as the structure itself. As your team grows, manual processes that...
Leadership
Stop Sabotaging Your Sales Compensation: How Territory Alignment Drives Fair Payouts & Higher ROI
This is a guest blog written by Steve Benson, CEO at Badger Maps. Stop Losing Top Reps to Unfair Territory Assignment “We’re losing our best rep.” When your sales manager...
Leadership
What Early-Stage Revenue Leaders Need to Know from the 2025 GTM Report
If you’re leading a revenue team in an early-stage company, you’ve likely faced the same questions heading into planning cycles: The 2025 Early-Stage GTM Report, released by Mercury, with support...