Sales Compensation
Plan design, crediting, accelerators, payout timing, dispute handling, and auditability.
13 articles
All articles in Sales Compensation, sorted by publication date.
A CFO-level guide to designing commission dashboards for sales reps - including real-time earnings, quota tracking, fore…
Learn when to use 2-tier vs multi-tier commission plans, how accelerators and decelerators impact revenue economics, and…
Looking for the best commission tracking software in 2026? We rank EasyComp, Xactly, Spiff, Varicent, and QuotaPath base…
Build a compensation modeling spreadsheet for scenario analysis, attainment curves, cost projections, and what-if modeli…
When clawbacks are appropriate, how to structure them fairly, communication guidelines, and alternatives like holdbacks.…
2026 SaaS variable pay benchmarks by role and company stage - OTE ranges, base/variable splits, and quota-to-OTE ratios …
A comprehensive annual audit checklist for sales compensation - covering plan compliance, calculation accuracy, payout t…
How to handle commission disputes with a structured process - intake forms, SLAs, escalation paths, documentation, and r…
Evaluate monthly, quarterly, and annual commission payout frequencies. Understand their impact on cash flow, rep behavio…
A step-by-step communication playbook for launching a new sales comp plan - timelines, FAQs, 1:1 walkthrough templates, …
Crediting frameworks for overlays, team selling, account hand-offs, and channel deals. Includes a decision tree to resol…
How to structure commission accelerators and decelerators that drive the right sales behavior. Includes math examples, c…
Learn how to design a sales compensation plan from scratch - OTE splits, variable pay structures, performance measures, …