Variable compensation is the largest sales expense for most businesses, averaging roughly 40% of total sales costs. It’s also incredibly complex and, without the right optimization strategy, can end up detracting from profits instead of efficiently driving more revenue.

For most companies, offering an effective incentive compensation program without spending more than necessary is a delicate balancing act. We all want to motivate our go-to-market teams to hit revenue goals, but don’t want to prioritize bonuses over the bottom line. READ MORE