Leadership
Leadership
How to Run a Q3 Compensation Plan Reset Without Losing Rep Trust
By Q3, most revenue organizations are doing the same quiet calculation: Quotas may have been set too high (or too low) at the start of the year. The business has...
Leadership
How FP&A Teams Use QuotaPath to Model Sales Comp into the 2026 Budget
Sales compensation is a strategic FP&A lever…and most teams are managing it wrong. There, we said it. Now that we’ve got that off our chest, here’s what we mean and...
Leadership
Incentive Compensation Plan Examples for Every Role
Key Takeaways Most teams already know their compensation plan matters, but struggle to identify what each role should actually be paid to do. This guide bridges that gap with concrete,...
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, Uncategorized
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...
Leadership
Variable Pay Beyond Sales: When Should Marketing, CS, and Product Teams Earn Commissions?
Sales reps are the obvious commission earners. They open the pipeline, close the deal, and the line between their effort and the revenue event is short and clean. But the...
Leadership
RevOps Guide to Sales Compensation Management
The scope of Revenue Operations (RevOps) has grown from a narrow sales-focused function to a strategic role overseeing the entire customer lifecycle. This transformation includes the evolution of sales compensation...