Many sales comp plans do a fine job of paying people (that's table stakes), but aren't always great at driving the precise sales behavior the business actually needs right now. This session covers how to spot motivation drop-offs early, make adjustments without slowing momentum, and use SPIFFs and other plan tweaks to maintain energy quickly and credibly.

By the end of the session you'll:

• Have a framework from sales comp leaders on how to map incentives to actual GTM behaviors (not just “sell more”).
• Be able to recommend the right type of incentive change for the problem.
• Understand how to build incentives that are changeable without breaking seller trust.