Sales Compensation

Sales Compensation for Expansion-First Revenue Models

March 11, 2026

Seat-based commission structures punish expansion-first motions. Learn how to redesign sales compensation to align AE and CS incentives with net revenue retention and expansion ARR goals.

B2B territory design visualization. Network graph with account relationships in dark navy and electric blue.

Territory Design for Post-Geographic B2B SaaS Teams

March 11, 2026

Geographic territory design is a legacy model for most B2B SaaS companies. Learn how to design territory structures around ICP density, vertical concentration, and deal complexity instead.

Salesforce Routing & Compensation: Aligning Sales Mechanics with Rule of 40

Salesforce Routing & Compensation: Align Sales Mechanics with Rule of 40

February 23, 2026

Misaligned Salesforce routing creates quota sandbagging and comp disputes. Learn how to structure lead routing and compensation design around Rule of 40 efficiency targets.

Sales Compensation