We all have beliefs, rules of thumb, and benchmarks about pay mix. For example, reps with short cycles tend to have more aggressive pay mixes to motivate them to sell more. Right?

Maybe not.

In this session, we’ll explore the critical distinction between pay mix and actual at-risk pay. You’ll learn how to analyze your own plan designs and identify opportunities to drive better alignment with your sales roles, ensuring more effective compensation strategies.

Key Takeaways

• Challenge conventional rules of thumb about pay mix
• Analyze your actual at-risk pay and compare it to your designed pay mix
• Gain practical strategies to improve alignment between sales roles and at-risk pay