Navigating variable and sales incentive roles presents unique challenges for Total Rewards teams in aligning them with the broader performance management process across the organization. This situation mandates that sales leadership manage these processes within their teams, diverting their attention from coaching responsibilities. Standardizing efficient processes proves to be particularly challenging due to the dynamic nature of these roles and the reliance on a single performance indicator for attainment.

This panel will explore strategies adopted by a senior director of sales compensation and analysis and an AVP of enablement and execution to optimize their teams’ performance through commission structures and effective performance management.  These seasoned professionals will discuss tactics used to ensure they are enabling sales leadership to get the most out of their teams, through a compliant process.