Operations Research

Operations Research

Description of the 3P's of compensation

Description of the 3P's of compensation and how they apply to sales compensation

Operations Research

Sales Compensation Benchmarks 2026: OTE, Quota Coverage, Accelerators, Disputes, and Audit-Ready Ops

Jovan Jovanovic

Operations Research

Sales Compensation Trends for 2026: Definitions + What’s Changing

Explore 2026 sales compensation trends—AI-driven forecasting, comp transparency, team crediting, and outcome-based incentives—with clear definitions and practical guide

Maria De Aurrecoechea

Operations Research

Sales Compensation Management (SCM) and ICM: Definitions, Components, and Governance (2026)

Jovan Jovanovic

Operations Research

Learn what CFOs and finance leaders should prioritize when evaluating commission software: calculation complexity, integrations, transparency, auditability, implementation speed, TCO, and the metrics that prove ROI—plus how modern platforms reduce errors and disputes.

A CFO-focused guide to choosing sales commission management software—key features, ROI, compliance, integrations, evaluation framework, and how modern platforms reduce errors and improve sales trust.

Jovan Jovanovic

Operations Research

How to Evaluate Sales Compensation Platforms: Key Capabilities That Matter

A best-practices guide to evaluating sales compensation (ICM) platforms—why spreadsheets break at scale, what modern tools do differently, and the key capabilities to prioritize for accuracy, transparency, and agility.

Maria De Aurrecoechea

Operations Research

Sales Compensation Management and ICM Software: A Structured Overview

A structured overview of sales compensation management and ICM software—covering plan design, crediting rules, data architecture, operations, dispute handling, governance, and how to evaluate platforms by maturity and complexity.

Jovan Jovanovic

Operations Research

Retroactive CRM Changes: The Hidden Cause of Commission Errors (and How to Prevent Them)

A deep dive on retroactive CRM field changes as a hidden driver of commission errors—why locking records fails, and how continuous monitoring, payout snapshots, impact analysis, and adjustment workflows prevent double payments and disputes.

Maria De Aurrecoechea

Operations Research

Sales Compensation for CROs: Build a Commission System That Scales

A CRO-focused guide to sales compensation as a revenue operating system—how to scale commissions with rep-facing explainability, monthly governance workflows, and alignment across Sales, Finance, and RevOps.

Jovan Jovanovic

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