Is your sales compensation plan too complex? Are you using your incentive compensation plan to solve problems it was never designed to fix? And are you willing to pay a sales rep $1 million?
In this episode of Revving Up With RevEng, we provide one of the most practical and direct conversations we’ve had on sales compensation design, incentive compensation strategy, and sales performance management.
This conversation covers how AI, evolving go-to-market strategies, and new compensation models are changing how companies design and manage sales compensation plans.
What you’ll learn:
Why sales compensation design is no longer an annual event — and what continuous design actually looks like in practice
How AI is redefining the comp analyst role from administrator to strategist
The right way to evaluate an Incentive Compensation Management (ICM) platform — and the one test every vendor should pass before you sign
Why most sales compensation plans become overly complex — and how to simplify them
The ideal number of metrics in a compensation plan
What consumption-based compensation really means — and why infrastructure gaps derail most transitions
The one thing sales leaders consistently misunderstand about compensation — and what comp can and cannot fix
Why your compensation plan should be explainable to your grandparents in under 3 minutes
The $1 million question every CEO should ask about their sales compensation program
