{"id":107391,"date":"2025-04-01T18:01:12","date_gmt":"2025-04-01T16:01:12","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/?p=107391"},"modified":"2025-04-02T16:24:44","modified_gmt":"2025-04-02T14:24:44","slug":"sales-incentives-evolution-insights-from-the-sales-compensation-summit","status":"publish","type":"post","link":"https:\/\/www.akeron.com\/vulki\/en\/sales-incentives-evolution-insights-from-the-sales-compensation-summit\/","title":{"rendered":"Sales Incentives Evolution: Insights from the Sales Compensation Summit"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"107391\" class=\"elementor elementor-107391\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ca13389 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ca13389\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8a46941\" data-id=\"8a46941\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-ca00079 elementor-widget elementor-widget-text-editor\" data-id=\"ca00079\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p>At the recent <strong>Sales Compensation Summit<\/strong>, participants had the opportunity to engage in Speed Roundtables &#8211; 15-minute discussions that allowed attendees to cover multiple topics in a dynamic format.<\/p><p>One of these key discussions took place at <strong>Table 3: Sales Incentives Evolution<\/strong>, hosted by <strong>Marcus Houghton from Rocket Software<\/strong>. The conversation shed light on the KPIs that drive sales incentives, how companies evaluate them, and the challenges organizations face in evolving their compensation plans.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f606ee0 elementor-widget elementor-widget-spacer\" data-id=\"f606ee0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-column .elementor-spacer-inner{height:var(--spacer-size)}.e-con{--container-widget-width:100%}.e-con-inner>.elementor-widget-spacer,.e-con>.elementor-widget-spacer{width:var(--container-widget-width,var(--spacer-size));--align-self:var(--container-widget-align-self,initial);--flex-shrink:0}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container,.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer,.e-con>.elementor-widget-spacer>.elementor-widget-container,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer{height:100%}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner{height:var(--container-widget-height,var(--spacer-size))}<\/style>\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-23da36f elementor-widget elementor-widget-heading\" data-id=\"23da36f\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h4 class=\"elementor-heading-title elementor-size-default\">Key Takeaways from the Discussion<\/h4>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4743d9f elementor-widget elementor-widget-spacer\" data-id=\"4743d9f\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2c3780e elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2c3780e\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-21b321d\" data-id=\"21b321d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a9cfcb1 elementor-widget elementor-widget-text-editor\" data-id=\"a9cfcb1\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ol><li><strong> What Sales Incentive KPIs Are Used in Your Sales Organization?<\/strong><\/li><\/ol><p>Sales incentive structures vary significantly across organizations, but some common key performance indicators (KPIs) surfaced during the discussion. These included:<\/p><ul><li><strong>Revenue Growth:<\/strong> A fundamental metric for most companies.<\/li><li><strong>New Business Acquisition:<\/strong> Essential for expansion and sustainability.<\/li><li><strong>Sales Participation:<\/strong> Tracking engagement beyond just closing deals.<\/li><li><strong>Administrative Tasks:<\/strong> Some organizations use incentives to encourage salesforce engagement with CRM systems.<\/li><li><strong>Success Measures Unique to the Business:<\/strong> Some companies track more tailored KPIs, such as the number of unsold products at the end of a quarter.<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-d564fa8\" data-id=\"d564fa8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-669718d elementor-widget elementor-widget-image\" data-id=\"669718d\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"683\" height=\"1024\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image002-683x1024.jpg\" class=\"attachment-large size-large wp-image-107402\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image002-683x1024.jpg 683w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image002-200x300.jpg 200w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image002-768x1152.jpg 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image002-1024x1536.jpg 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image002.jpg 1365w\" sizes=\"(max-width: 683px) 100vw, 683px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-29fc66b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"29fc66b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0285e8d\" data-id=\"0285e8d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5be19ca elementor-widget elementor-widget-spacer\" data-id=\"5be19ca\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3225f95 elementor-widget elementor-widget-text-editor\" data-id=\"3225f95\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>These metrics highlight a mix of traditional revenue-focused KPIs and broader engagement-driven measures, indicating a shift toward more holistic performance assessments.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2a2c9b6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2a2c9b6\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a5f1bd3\" data-id=\"a5f1bd3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2922345 elementor-widget elementor-widget-spacer\" data-id=\"2922345\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5ab53bc elementor-widget elementor-widget-text-editor\" data-id=\"5ab53bc\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ol start=\"2\"><li><strong> Are These KPIs Driving the Right Behavior?<\/strong><\/li><\/ol><p>Evaluating the effectiveness of KPIs is a critical step in ensuring they align with company objectives. Participants shared their experiences:<\/p><ul><li>Some organizations use compensation structures to encourage administrative compliance, such as CRM usage, but not necessarily to drive core company values.<\/li><li>There is <strong>minimal focus on behavior-based incentives<\/strong>, with most companies prioritizing performance acceleration over foundational behaviors.<\/li><li>A key takeaway was that while existing KPIs contribute to revenue and operational efficiency, there is room for refinement to drive broader strategic goals.<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6e70c5d elementor-widget elementor-widget-spacer\" data-id=\"6e70c5d\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3743145 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3743145\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-a331c78\" data-id=\"a331c78\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3035c4a elementor-widget elementor-widget-image\" data-id=\"3035c4a\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"683\" height=\"1024\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image003-683x1024.jpg\" class=\"attachment-large size-large wp-image-107406\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image003-683x1024.jpg 683w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image003-200x300.jpg 200w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image003-768x1152.jpg 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image003-1024x1536.jpg 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/04\/image003.jpg 1365w\" sizes=\"(max-width: 683px) 100vw, 683px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-66 elementor-top-column elementor-element elementor-element-cd679be\" data-id=\"cd679be\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-580bf83 elementor-widget elementor-widget-text-editor\" data-id=\"580bf83\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ol start=\"3\"><li><strong> What Improvements Could Be Made &amp; Why Haven\u2019t They Happened Yet?<\/strong><\/li><\/ol><p>Despite recognizing gaps in their incentive plans, many organizations have yet to implement significant changes. Some key observations included:<\/p><ul><li>The <strong>lack of participation-based incentives<\/strong> &#8211; many companies still rely on single-metric compensation plans.<\/li><li>The discussion sparked new thinking about <strong>expanding KPIs<\/strong> to measure behaviors, engagement, and alignment with corporate culture.<\/li><li>Resistance to change was noted as a key barrier &#8211; many companies hesitate to overhaul compensation structures due to complexity, risk, and the challenge of gaining internal buy-in.<\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f41cbb9 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f41cbb9\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-aba64cf\" data-id=\"aba64cf\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f14e68c elementor-widget elementor-widget-spacer\" data-id=\"f14e68c\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e635429 elementor-widget elementor-widget-text-editor\" data-id=\"e635429\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>Final Thoughts<\/strong><\/p><p>The <strong>Sales Incentives Evolution<\/strong> roundtable highlighted the <strong>need for a more nuanced and flexible approach to sales compensation<\/strong>. While revenue remains the dominant metric, organizations are beginning to explore <strong>how incentives can drive engagement, align with corporate values, and encourage behaviors beyond sales performance alone<\/strong>.<\/p><p>The session left attendees considering how they might refine their own incentive plans to <strong>balance performance, participation, and strategic alignment<\/strong> &#8211; a challenge that will continue to shape the evolution of sales compensation in the years to come.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>At the recent Sales Compensation Summit, participants had the opportunity to engage in Speed Roundtables &#8211; 15-minute discussions that allowed attendees to cover multiple topics in a dynamic format. One of these key discussions took place at Table 3: Sales Incentives Evolution, hosted by Marcus Houghton from Rocket Software. The conversation shed light on the [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":107398,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[286],"tags":[],"post_folder":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Incentives Evolution: Insights from the Sales Compensation Summit - Vulki Software Platform<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.akeron.com\/vulki\/en\/sales-incentives-evolution-insights-from-the-sales-compensation-summit\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Incentives Evolution: Insights from the Sales Compensation Summit - Vulki Software Platform\" \/>\n<meta property=\"og:description\" content=\"At the recent Sales Compensation Summit, participants had the opportunity to engage in Speed Roundtables &#8211; 15-minute discussions that allowed attendees to cover multiple topics in a dynamic format. One of these key discussions took place at Table 3: Sales Incentives Evolution, hosted by Marcus Houghton from Rocket Software. 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