Incentive Compensation Consulting
We know bad incentives.
We design, audit, and optimize incentive compensation plans that align rep behavior with business goals, eliminate gaming, and retain your top performers.
Sound familiar?
If any of these sound familiar, your comp plan is working against you.
Reps gaming the system
Sandbagging deals, cherry-picking accounts, splitting orders — your plan is incentivizing the wrong behaviors.
Top performers leaving
Pay compression and unclear paths to upside are pushing your best reps to competitors.
Missed revenue targets
High activity but low attainment means your quotas and incentives aren't aligned with market reality.
How we fix it
We fix comp plans using a proven methodology built on data, not opinions.
Data-Driven Design
We model compensation structures using your actual performance data — not guesswork.
Behavioral Alignment
Every element of your plan is engineered to drive the specific behaviors that grow revenue.
Retention-Focused
Plans that reward top performers disproportionately, creating clear upside worth staying for.
Sales Compensation Consulting Services
From a one-hour strategy session to a full plan redesign, we meet you where you are.
Design
Build a compensation plan from scratch — or redesign one that isn't working.
- Custom comp plan architecture tailored to your sales motion
- Role-specific OTE and pay mix modeling
- Quota methodology and territory allocation
- Accelerator and decelerator structures
- Commission calculator buildout
- Rollout communication and change management plan
Audit
Find out what's broken in your current plan — and how to fix it.
- Pay-for-performance alignment analysis
- Quota attainment distribution review
- Pay compression and equity assessment
- Risk and gaming vulnerability scan
- Competitive benchmarking against market data
- Written audit report with prioritized recommendations
Operations
Ongoing support to keep your comp plan running smoothly as your team scales.
- Plan administration and payout calculations
- Exception handling and dispute resolution
- Quarterly plan health checks
- Mid-year adjustments and territory rebalancing
- Rep onboarding comp plan documentation
- Reporting and dashboard setup
Results that speak for themselves
15–25%
Improvement in quota attainment
20–40%
Reduction in unwanted turnover
90 days
Typical time to measurable results
“Our quota attainment went from 45% to 72% within one quarter of implementing the new plan. The ROI was immediate.”
“We finally have a comp plan our reps understand and trust. Turnover dropped significantly in the first six months.”
Frequently Asked Questions
Common questions about incentive compensation consulting.
Incentive compensation consulting helps organizations design, audit, and optimize their variable pay programs — including sales commissions, bonuses, SPIFFs, and quota structures — to align rep behavior with business goals and improve retention.
Common signs include high rep turnover, reps gaming the system, pay compression between top and average performers, missed revenue targets despite high activity, and complaints about plan fairness. If any of these sound familiar, an audit can uncover the root causes.
Our audit covers plan documentation review, competitive benchmarking, risk and gaming analysis, pay equity assessment, quota attainment distribution, and a written report with prioritized recommendations.
A typical engagement runs 4–8 weeks depending on complexity, number of roles, and data availability. This includes discovery, design, modeling, and rollout planning.
We work with companies across industries — from startups to enterprise. Whether you have 5 reps or 500, the principles of effective compensation design apply.
Companies typically see 15–25% improvement in quota attainment, 20–40% reduction in unwanted turnover, and elimination of gaming behaviors within the first year of implementing a well-designed plan.
Absolutely. Quota methodology is a core part of compensation design. We help you choose between top-down, bottom-up, and hybrid approaches, and build a data-driven quota allocation model.
Ready to fix your comp plan?
Book a free strategy call and find out how a well-designed incentive compensation plan can transform your sales performance.