Inside every revenue organization, there's a single input that determines where sellers spend their time, which customers they prioritize, which deals they walk away from, and how they define success. It's not the strategic vision or the board deck; it's the comp plan. You already know this, but the rest of the organization often doesn't. Leaders build go-to-market strategies in one room and comp plans in another, and when the two conflict, the comp plan wins. Every time. It shapes more than behavior - it shapes culture: what the organization values, what it tolerates, and what it rewards when no one is looking. That makes the people who design it among the most consequential decision-makers in the revenue organization, even if the org chart doesn't reflect it.

In this session, Varicent's Head of Research and Insight will be joined by senior compensation thought leaders for a research-grounded, interactive conversation about the gap between intent and incentive... and what to do about it.

Key Takeaways

• New research on where and why the gap between go-to-market strategy and incentive design most commonly breaks down.
• A practical diagnostic approach for identifying the disconnects between what your organization says it wants and what your comp plan actually rewards.
• A stronger framework for positioning the comp function as a strategic partner in how growth is designed, not just how it's paid out.