comp-design
Your comp plan is not a document. It is a set of instructions that tells every rep on your team how to allocate their time, which deals to chase, and which ones to walk away from. If those instructions produce the wrong behavior, your plan is generating the wrong revenue
accelerators
Agency sales comp has to navigate retainer vs. project revenue, client retention as a performance metric, and the tension between new business and account growth. Standard accelerator design handles none of this well.
accelerators
Staffing comp is built on gross profit, not revenue — and that one difference changes almost everything about how accelerators work. Here's what to know before you design one.
accelerators
SaaS commission plans have specific wrinkles that make standard accelerator design more complicated: ARR vs. cash, multi-year deals, usage-based pricing, and expansion revenue. Here's how to handle each.
comp-design
Accelerators increase a rep's commission rate once they hit a threshold. Done right, they drive outsized performance. Done wrong, they overpay for results you would have gotten anyway.
research
Eighty-two percent of SaaS companies use commission accelerators. That single data point from ICONIQ Growth's compensation benchmarking study tells you where the industry landed after decades of experimentation: nonlinear pay works. But the research on how it works -- and how it fails -- is more nuanced than