Leadership
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...
Leadership
What Finance and RevOps Lose by Waiting to Ditch Commission Spreadsheets
Everyone is automating everything to streamline operations and increase productivity. Companies invest in systems such as CRM, payroll, finance systems, and reporting tools, yet commissions often remain manual. We’ve found...
Leadership
Comp Metrics and Red Flags That Indicate a Change is Necessary
By mid-year, most finance and revenue leaders feel it before they can fully articulate it: The team is working, and strong pipeline exists. Deals are closing. Yet something is off....
Leadership
5 Clawback Policy Best Practices for RevOps & Finance
Clawbacks are one of the most debated topics in sales compensation. Reps hate them. Finance needs them. RevOps is stuck in the middle. Here’s the thing: clawbacks aren’t the problem....
Leadership
Spring Cleaning: Q2 Comp Plan Audit Checklist for RevOps
Pipeline slowing compared to Q1? Fewer reps pacing toward quota? Commission costs rising? It must be Q2…the moment when compensation patterns surface, revealing what’s actually working in the comp plan....
Leadership
The Finance Leader’s Guide to Comp Plan ROI: What Moves the Needle
Sales compensation is often one of the largest variable expenses on a company’s profit and loss statement, but for many finance teams, it’s still surprisingly difficult to answer a simple...
Leadership
How to Reduce Commission Calculation Time
Commission errors are common. In fact, 80% of companies admit they’ve paid reps incorrectly, according to QuotaPath’s Compensation Challenges Report. When commission calculations rely on manual processes, small mistakes can...
Leadership
5 Critical Mistakes to Avoid When Adjusting Mid-Year
Mid-year compensation changes are rarely planned. They happen because something isn’t working…pipeline is soft, deal mix is off, or leadership wants to shift focus fast. But here’s the risk most...
Leadership
Comp Plan Design for RevOps
As revenue teams scale, compensation complexity grows, increasing administrative burden, payout calculation errors, and rep demotivation. Concurrently, sales comp plan design ownership has shifted away from spreadsheets and ad hoc...
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,...