What Are Clawback Provisions in Sales Compensation?
A sales rep celebrates a big commission check, and then a few months later, the company comes back and wants that money returned because the customer cancelled or defaulted on their payments. This scenario happens all of the time in subscription and recurring revenue businesses, where the difference between closing the deal and when the […]
How Accelerators Work in Sales Commission Plans
When a rep moves from the mindset of “I hit my number” to “earning double on everything from here,” how they treat every deal is going to change. Flat commission structures just don’t create that same level of drive and motivation that you get with accelerators. Most businesses have a hard time with accelerators, though. […]
How to Prevent Sandbagging in Sales Compensation
Sales leaders know this pattern well, and they can usually see it take shape long before it becomes a big problem. The same top performers who hit 150% of quota in Q1 and Q2 start to go quiet once Q3 rolls around. Deals that looked ready to close suddenly get pushed to the next quarter, […]
Sales Commission Reconciliation: Process & Best Practices
Every month when commission checks go out, sales leaders are on edge. A single disputed payment can create a heated argument between the reps and the finance team, and even one spreadsheet error means your entire team has to scramble to make last-minute corrections that delay everyone’s payroll. Commission reconciliation mistakes don’t stay contained to […]
How to Build Split Credit Rules for Team Sales
Problems like to multiply once a company grows past a handful of salespeople. A single deal might need an SDR who books the first meeting, an account executive who runs the discovery calls, a sales engineer who builds out the demo and a closer who hammers out the final terms. Without a system for determining […]
How to Build a Powerful Channel Incentive Program in 2026
The way that businesses work has changed quite a bit over the past few years. But most incentive programs are still stuck in the past. Partners have to manage the relationships with multiple vendors and take care of their own technology upgrades all at the same time. The customer needs just pile up and become […]
How to Stop Reward Program Abuse Before it Starts
Referral chain attacks are actually pretty simple when you know what to watch for. One fraudster creates dozens of accounts and has them all refer the next in line. They’re collecting bonuses every step of the way. Then there’s the promotional period problem, where bots wait for double-point windows and quickly run thousands of small […]
How to Maintain Your Employee Retention After an Acquisition
Acquisitions don’t actually fail because of bad financial models or incompatible systems. The reason is much simpler and far more predictable. Talented employees just leave. Data shows that 33% of acquired workers quit within their first year at the new company – nearly triple the departure rate of regular hires who have similar skills and […]
What Will Be The Top Sales Prospecting Techniques in 2026?
Sales prospecting has become a lot more frustrating, with response rates barely scraping 5% and most of your prospects deleting the messages before they open them. The old playbook that everyone used to depend on just doesn’t work anymore – those cold calls almost never get answered, and the email templates are being automatically filtered […]
How to Structure Milestone Bonuses for Project Teams
Milestone bonuses should motivate teams and help projects stay on track. But most businesses have a hard time getting the balance right between budget control and genuine team motivation. Maybe a recent project of yours has lost steam right in the middle, and maybe the team has just sleepwalked through everything until the final deadline […]