Sales Compensation & Revenue Operations
Design effective commission plans, set quotas, forecast comp expense, and align sales compensation with margin goals for SaaS and tech companies.
13 Articles
Best Practices in Sales Compensation: Separating Quota Credit from Cash Payouts
Learn when and why to separate quota crediting from commission payout timing, how it reduces clawbacks and cash risk, and…
Best Sales Compensation Management Software Tools for Consumption Business Model Companies 2026
A detailed comparison of the top sales compensation management software tools for usage and consumption-based tech companies in 2026.
On-Target Earnings (OTE) Structuring Guide for Sales Roles
A detailed guide to structuring OTE for sales roles, covering pay mix decisions, role-level calibration, geographic adjustments, and common structural…
Designing Effective Commission Plans That Drive Revenue Growth
A practical framework for building sales commission structures that align rep behavior with company objectives and drive sustainable revenue growth.
Revenue vs Bookings vs Billings: What Finance and Sales Teams Need to Know
Clarify the differences between revenue, bookings, and billings, and understand how each metric impacts sales compensation, financial reporting, and business…
Commission Expense Forecasting: A Practical Guide for Finance Teams
Learn how to build accurate commission expense forecasts that integrate with your financial plan and give leadership confidence in cost-of-sale…
Territory-Based vs Role-Based Compensation: Choosing the Right Framework
Compare territory-based and role-based compensation models, understand when each approach works best, and learn how to design hybrid structures that…
Sales Comp Plan Rollout and Communication: A Step-by-Step Playbook
Master the art of rolling out new sales compensation plans with a structured communication strategy that builds trust, minimizes disruption,…
How to Give Sales Reps Visibility Into How Their Commission Was Calculated
Learn how finance teams can give sales reps clear visibility into commission calculations, reduce inbound questions, and minimize compensation risk…
Aligning Sales Compensation with Margin Goals: A Finance Perspective
Learn how to design compensation plans that reward profitable growth by connecting sales incentives to gross margin, discount governance, and…
Sales Compensation Plan Benchmarking: How to Compare and Compete
A comprehensive guide to benchmarking your sales compensation plans against industry standards, interpreting the data correctly, and using insights to…
Quota Setting Methodologies for Sales Teams: A Finance-Led Approach
Explore the most common quota-setting methodologies, learn when to apply each one, and build a repeatable process that balances ambition…
SPIFF Modeling and ROI Analysis: Getting Incentive Programs Right
A step-by-step framework for modeling SPIFF programs, measuring their ROI, and ensuring short-term incentives deliver results without blowing your budget.