Sales compensation plans are designed to motivate performance and align seller behavior with business goals. Yet many organizations encounter plans that produce unintended outcomes such as overpayment without results, disengaged sellers, or confusion about how earnings are calculated. When this happens, identifying the true root cause is often more complex than it first appears.
This roundtable brings together professionals from across the sales performance ecosystem, including sales compensation, sales operations, finance, HR, and sales leadership, to share how they diagnose and address plans that are not delivering expected results. Participants will discuss common signals that a plan is breaking down, including issues related to quota quality, pay mix, territory design, and performance metrics.

Through facilitated discussion, attendees will compare perspectives from different functions, explore how misalignment across teams contributes to plan challenges, and share approaches for identifying root causes, prioritizing fixes, and implementing changes without disrupting the business. Participants will leave with cross-functional insights and practical ideas they can apply when evaluating and improving their own compensation plans.