B2B Channel Incentive ROI Dashboards Best Practices
By Claudine Raschi, MS · Last updated: April 2026 Quick Answer: What Is a Channel Incentive ROI Dashboard? A B2B channel incentive ROI dashboard is a centralized reporting tool that connects incentive program spend — rebates, SPIFs, co-op funds, and tiered rewards — to measurable business outcomes like partner revenue, incremental sales lift, and engagement. […]
How to Write an RFP for an Incentive Program Vendor
A vendor search for an incentive program is one of the bigger decisions that a procurement team will make, and the RFP is where that whole process either comes together or breaks down. Most buyers send out a loosely written document and get back proposals that are all over the place (with different scope, different […]
How to Run Incentive Programs Across Multiple States
Prize registration deadlines, state tax withholding rates, gift card escheatment laws and wage classification laws are all handled differently from state to state – and a rewards program that was built around just one of them can run into legal liability the second that it crosses a border. A mistake I see time and again […]
What Is Compensation Modeling and How to Do It Right?
More than 30% of U.S. workers are already covered under some form of pay transparency law, and the EU Pay Transparency Directive comes into full effect in June 2026. Past that, employees have more access to salary data than at any point in history. Sites like Glassdoor, Levels.fyi, and LinkedIn have put salary benchmarking in […]
What Is Shadow Accounting in Sales Compensation?
The behavior itself is not usually as malicious as it looks from the outside – it’s worth keeping in mind before anyone starts placing blame. Reps start keeping their own shadow records when the pay errors add up too high to ignore, when comp plans have too many moving parts to verify without going through […]
Should Sales Managers Get Paid on Team Performance?
One of the hardest calls any sales organization has to make is how to pay its managers. Promote a strong-performing rep into a leadership role and give them a comp plan that still pays out on personal deals, and almost immediately, those incentives start pulling them right back toward solo selling. The pressure only grows […]
Do Commission Caps Help or Hurt Sales Performance?
Commission caps are one of the most hotly debated topics in sales leadership, and the argument has stretched on for years. Finance teams want predictable costs. Sales teams want no ceiling on what they can earn. Both sides have a point – and yet the structure most businesses wind up with tends to leave both […]
When Should You Offer Sales Quota Relief to Reps?
Sales leaders usually balance accountability with fairness, and it’s one of the harder parts of this job to get right. Quota numbers can start to feel unrealistic, and when that happens, you want to protect your top performers, but you also need standards to stay the same for everyone on the team. During the pandemic, […]
How to Phase Out an Old Incentive Program Gracefully
Canceling an incentive program that your employees have been relying on for years is one of the riskiest moves a leader can make. Your team members have already built those bonuses into their household budgets and monthly bills. Plenty of them also use those rewards as a measuring stick for how valued they are at […]
How to Set Ramp Quotas for New Sales Representatives
When a new sales rep burns out and quits within their first year, it costs the company well over $100,000 – it’s a massive hit to the bottom line, and the worst part is that most of this financial damage comes from the ramp periods that weren’t set up right from the start. These onboarding […]