Sales organizations have learned that alignment (crediting, quota design, incentives) is no longer enough. What executives want now is momentum—the ability to nimbly course correct revenue outcomes over and over, not just at the end of a quarter when results are in. Operationalized Incentive Intelligence is the secret sauce. It moves compensation organizations and leadership teams from
Artificial intelligence (AI) is transforming revenue organizations across every function—but its influence is strongest (and most perilous) in sales compensation. Sales Ops and RevOps leaders know AI can automate calculations, improve forecasts, and surface smarter insights at speed. However, there is a real danger of going too far—and letting AI take the final decision. Automating “edge case” exceptions
This 1-minute video breaks down the essential best practices for handling sales crediting when a role becomes vacant. It explains why predefined vacancy crediting policies are critical, highlights the simplicity and fairness of crediting to the next-level manager, and stresses the need for a time-bound crediting window to avoid inflated payouts. The video also emphasizes
What will great Sales Compensation leadership look like in 2026 and beyond? Is it as simple as can we create a clear strategic agenda for the function and are we articulating how this will enable and enhance the achievement of business priorities? The 2026 agenda is no longer a question of whether, but how. The first stage
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