Sales incentives that actually work: from strategy to commercial results

Sales incentive plans are expensive (often representing 20-30% of total sales costs) so they need proven ROI. But many companies struggle to design plans that actually drive the behaviours and results they need.

From balancing individual versus team targets to preventing quota gaming as teams scale – the challenges of effective sales incentive design are complex and costly to get wrong.

In our next Reward Community Office Hour, Arif Ender, Director of Rewards at Palo Alto Networks, will join Vaso Parisinou, Chief People Officer at Ravio, to explore practical approaches to designing sales incentive plans that deliver real commercial impact – drawing insights from Palo Alto Networks' journey of scaling from startup to over $7 billion in revenue.

What you’ll learn: 

• How to decide between commission structures, bonus payouts, accelerators, team-based targets – figuring out what actually drives results
• How to adapt sales incentives as your company scales – from shifting business models, to teams expanding across the globe, to roles becoming increasingly specialised
• How to maintain compensation fairness between variable pay sales roles with upside potential, and fixed salary employees.

Whether you're designing your first sales incentive plan, optimising an existing one, or preparing for growth, this session will provide actionable insights from a Reward Leader with lived experience navigating these challenges.

And as always, there will be plenty of opportunity to ask your own questions and share your experiences too.