Winning a sale rarely comes down to one person anymore. Sales specialists, account managers, customer success teams and partners may all contribute to a deal, yet many incentive plans still reward individual ownership. The result can be disputes over credit, competition between colleagues and behaviors that work against the organization's broader goals.

How do you reward collaboration without losing individual accountability?

In this interactive workshop, you'll examine how traditional sales compensation structures can unintentionally discourage teamwork and explore alternative approaches to recognizing contributions across the sales process. Working through a realistic sales scenario, you'll identify where incentives create conflicting behaviors and consider how individual, team and shared rewards could be structured differently.

You'll apply incentive design principles to develop an approach that supports collaboration while maintaining clear performance expectations. You'll leave with practical considerations for evaluating your own sales compensation plans and determining where changes could better reflect how revenue is actually generated.