Leadership
Leadership
Why Q4 Is the Best Time to Implement Commission Software
When a software purchase comes up late in the year, most teams push it to January. A new year feels like the right time for a new system. For commission...
Leadership
The Commission Accounting Checklist: A Clean Rollover into 2027
Organizations are starting to review their current commission plan as they plan for the next sales year. Although many think of it as a sales effort, this commission plan review...
Leadership
7 CFO Questions for RevOps Before Approving the 2027 Comp Plan
Comp plan season is here. Sometime in the next few weeks, RevOps will hand Finance a proposed plan for 2027 and ask for sign-off. That meeting matters more than it...
Leadership
How These 3 Finance Leaders Modernized Their Comp System
Commissions land on Finance more often than anyone plans for. Payouts tie to revenue, payroll, and signed comp agreements, so the CFO or VP of Finance ends up owning the...
Leadership
RevOps Framework for Tying Every Accelerator & SPIF to a Business Metric
Most comp plans have at least one accelerator or SPIF that nobody can fully explain anymore. It shipped because a VP asked for it, or a competitor’s plan had one,...
Leadership
New Report: Building Performance-Driving Comp Plans
It’s comp planning season! Also known as Comptober <3 This month, RevOps, Finance, and Sales leaders are building the compensation plans that will ideally run all of 2027. They’re working...
Leadership
Revenue Capacity First, Quotas Second: Compensation Planning Framework for 2027
Revenue Capacity First, Quotas Second: An October Planning Framework for 2027 Most companies set quotas before they know what it takes to hit the number. They’ll take last year’s target,...
Leadership
Sales Compensation Best Practices for Optimal Results
Key takeaways This table, sourced from The Bridge Group, 2026 AE Models, Motions & Metrics (158 companies, June 2026): Metric 2026 2024 Quota-to-OTE ratio 4.6x 4.2x Reps at quota 48%...
Leadership
How to Build a Sales Capacity Model (Step-by-Step)
A sales capacity model is a disciplined way to answer one finance question: how many fully productive sellers do we need, when do we need them, and what revenue should...
Leadership
Why No One Wants to Own the Comp Process
Ask a RevOps leader who owns the commission process, and they’ll tell you it’s Finance’s job, since Finance owns the expense line. Ask Finance, and they’ll tell you it’s RevOps’...
Leadership
AI Won’t Run Your Comp Planning. Here’s What It Should Do Instead.
“I’m not letting an algorithm decide how my reps get paid.” If that’s your reaction to AI showing up in compensation planning conversations, you’re being reasonable, because comp plans are...
Leadership
Sales Compensation Consulting Guide
Key Takeaways Sales compensation consulting is the practice of designing, benchmarking, and managing sales incentive programs. Do You Actually Need a Sales Compensation Consultant? Compensation design impacts sales rep motivation...