Sales compensation plans are often expected to drive performance on their own. When results fall short, organizations frequently focus on adjusting pay mechanics or changing incentives. In reality, compensation is only one element in a broader system that shapes how sales teams perform.

This session explores how compensation interacts with other drivers of sales performance, including leadership practices, sales processes, coaching, reporting, and talent development. Participants will examine how misalignment between these elements can limit the effectiveness of even well designed incentive plans.

Using a structured Sales Performance Program Checklist, the session will help compensation professionals evaluate how their plans connect to the wider performance environment. Attendees will leave with practical ways to identify gaps, align compensation with other performance programs, and strengthen their role as advisors to sales leaders working to improve overall sales effectiveness.