For those who exceed quota, accelerated payouts seem like a straightforward incentive. But is it really that simple? How much acceleration should you offer? How many accelerators should be included in the payout curve? Are there conditions to prevent costs from spiraling out of control? And is there ever a case for deceleration? Does the answer change between monthly vs. annual plans?
There are clear, evidence-based answers to all of these questions—rooted in the behavioral principles that drive sales motivation, combined with practical cost management strategies for compensation.
In this session, we’ll take a step-by-step approach to determining which metrics should have accelerators, where to place them on the payout curve, how fast to accelerate, and how to assess whether adjustments are needed for next year.
Bring your ideas, tough questions, and unresolved internal debates about acceleration. Together, we’ll dive into this essential sales compensation topic, and everyone will walk away with new insights and experience.

Key Takeaways

• Learn how to identify the performance range for a specific measure and align it with sales goals.
• Understand how pay mix interacts with acceleration to drive desired sales outcomes.
• Explore the ideal payout curve shapes for effectively communicating and motivating your sales team.