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…
Resource Library
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.
154 articles
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…
Best Practices
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…
Best Practices
How to Calculate True Cost Per Reward Transaction
Credit cards pull in $176 billion every year from rewards programs, and about 86% of these interchange fees actually get passed back…
Best Practices
What is Sales Territory and Quota Planning?
Sales teams hit their targets when territories make sense and quotas aren’t out of touch. Yet 91% of businesses saw their reps…
Best Practices
What is Sales Territory Design and How Does It Work?
Sales territory design can help or hurt how well a sales organization does. When you do it well, it can turn chaos…
Best Practices
Channel Partner Metrics: What Numbers Actually Matter?
Most channel partner programs end up drowning in tons of data without ever finding the numbers that actually matter. When everything went…
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