Sales compensation plans are designed to motivate performance, but when incentive costs exceed expectations the conversation quickly shifts from growth to expense control. Finance may see runaway payouts, while sales leaders defend the behaviors the plan was meant to drive. The result is often tension between functions and reactive adjustments that address symptoms rather than root causes.

This session examines why compensation costs drift away from expectations and what compensation leaders can do to prevent it. Participants will explore how issues such as quota quality, crediting rules, plan mechanics, and disconnected data can quietly drive expense without improving revenue or margin.

The discussion will also focus on how stronger collaboration between Sales Operations and Finance can improve forecasting, scenario planning, and risk management before plans go live. Attendees will leave with practical approaches for managing compensation cost responsibly while maintaining plan credibility and performance alignment.