Contributed by Varicent
Comp plans work when they motivate sellers to do what’s best for the business. ****But selling has changed. So why haven’t most comp plans kept up?
We surveyed 1400 leaders in sales and revops. We found: too many comp plans are built on legacy metrics, fuzzy roles, and outdated ideas of how selling works. For example:
📊 82% of sellers say they’re more motivated by plans that reward more than just closing deals. Yet only 31% say their plan actually does that.
On August 20 at 12PM ET, join Deloitte’s Zach Faithful and Varicent’s Curtis Schroeder as they unpack key findings from the 2025 SPM Market Spotlight. See how top-performing orgs are rethinking incentives, not just to pay reps, but to drive the right behaviors.
You’ll learn:
- Why alignment is the massive revenue lever most leaders overlook
- How quota attainment can hide deeper problems in the system
- How to build incentive plans that actually motivate your sellers, not just throw more SPIFFs their way
If your comp plan can’t clearly explain what it rewards or why, it might be time for a reset.
About Varicent
Varicent delivers market-leading SaaS software solutions that help revenue leaders drive growth. Its full suite of solutions helps companies worldwide deliver intelligent territory and quota plans, efficient revenue operations, and impactful incentives programs. As a named leader in the sales performance management and revenue performance management space, Varicent enables customers to design, amplify, and optimize their go-to-market strategies to create a connected path to revenue.
To learn more, visit varicent.com.
