Brought to you by: Blue Horizons Group

Sales compensation sits at the intersection of strategy, psychology, and precision math—and somehow you're expected to master all three while also running the rest of your Total Rewards function. Designing incentive plans that motivate sellers and align with business goals can feel overwhelming, especially when you're also expected to implement technology that actually pays people correctly.
In this session, we'll demystify the entire sales compensation process from start to finish. You'll learn how to define your selling motion, set meaningful quotas, design plan mechanics, and configure an incentive compensation management (ICM) system—all the foundational steps that experienced practitioners know but rarely explain.
 But here's where it gets exciting: we'll also show you how AI can accelerate every phase of this journey. From drafting plan documents to modeling payout scenarios to building system logic, you'll see how today's AI tools can help newcomers work like seasoned pros.
Whether you've just inherited a sales comp function, are looking to build your skills from the ground up, or are an experienced sales comp practitioner who would like to add to your toolkit, this session will give you both the fundamentals and the shortcuts to hit the ground running.

Key Takeaways

• Master the end-to-end sales compensation lifecycle, from strategy through system implementation
• Discover how AI tools can simplify plan design, documentation, and ICM configuration for practitioners at any level
• Walk away with practical frameworks and resources to confidently tackle your first (or next) compensation project