Best Practices
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…
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Best Practices
Field-tested guidance on designing, launching, and scaling incentive programs that hold up to audit, finance scrutiny, and channel partner skepticism. Drawn from twenty years of Level 6 client work.
147 articles
Best Practices
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…
Best Practices
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…
Best Practices
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…
Best Practices
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…
Best Practices
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…
Best Practices
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…
Best Practices
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…
Best Practices
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…
Best Practices
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…
Best Practices
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…
Best Practices
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…
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