Organizations invest significant time designing compensation plans intended to motivate performance, reinforce strategic priorities, and shape seller behavior. Yet even well designed plans can fall short when participants do not fully understand the objectives, mechanics, or how outcomes are determined. In many cases, the issue is not the incentive design itself, but gaps in communication, manager reinforcement, or broader sales effectiveness foundations.
This interactive discussion brings together leaders to explore the human and operational factors that influence whether compensation plans achieve their intended outcomes. Through practical examples and candid conversation, attendees will examine how communication, transparency, sales management practices, plan structure, and participant perceptions shape trust, engagement, and performance.

Participants will explore the disconnects that often emerge between organizational intent and seller response, particularly in fast moving sales environments shaped by rising performance expectations, organizational change, and evolving technologies.

The session will also highlight practical approaches for identifying root causes and better aligning plan design, communication, and execution to drive stronger results.