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THE PROBLEM

Variable compensation is one of the most powerful levers for driving revenue team performance, yet many organizations struggle with manual tracking in spreadsheets, delayed visibility that demotivates reps, compensation disputes that erode trust, and managers spending hours answering "how much am I making this month?" questions. When reps can't see their progress in real-time and don't trust the numbers, motivation suffers and performance drops.

THE SOLUTION

Our Variable Compensation Automation & Real-Time Tracking project solves this through a comprehensive implementation that connects your CRM data directly to automated compensation calculations and intuitive dashboards that everyone can access.

PHASE 1: CHARACTERIZATION & AUDIT

We begin with deep characterization by auditing your current compensation plans across all revenue roles—Sales, BDR, SDR, AE, AM, and CS. We document every component: base salary, commission rates, accelerators, decelerators, bonuses, SPIFs, and clawback provisions. We map how each metric is calculated (deals closed, meetings booked, pipeline generated, retention rate, upsell revenue) and identify where manual processes create bottlenecks or errors. This audit becomes the foundation for designing an automated system that accurately reflects your comp philosophy.

PHASE 2: TECHNICAL IMPLEMENTATION

During implementation, we build the technical infrastructure with precision.
This includes:

• Creating/revealing relevant properties in HubSpot to track all compensation-relevant metrics

• Building workflows that automatically calculate earned commissions when deal move to Closed Won or other stages

• Establishing quota tracking that shows progress against monthly and quarterly targets

• Configuring dashboard views for individual contributors showing their earnings, quota attainment, and performance trends

• Creating manager dashboards that display team performance, payout liability, and early warning indicators

Every calculation is documented with clear logic so finance can audit and reps can understand exactly how their earnings are determined.

COMPLEX COMPENSATION STRUCTURES SUPPORTED

The system handles:

• Tiered commission rates (10% up to quota, 15% beyond)

• Team-based accelerators where hitting team goal increases individual rates

• Monthly and quarterly bonuses with specific triggers

• SPIF tracking for limited-time incentives

• Multi-touch attribution where multiple reps share credit

All calculations update automatically as deals progress, meetings are booked, or renewals are processed.

PHASE 3: REAL-TIME VISIBILITY DASHBOARDS

Individual contributors see:

• Current month earnings

• Quota attainment percentage

• Deals in pipeline (potential future earnings)

• Progress toward bonuses and accelerators

• Historical performance trends

Managers see:

• Team quota attainment

• Individual rep performance ranked

• Total compensation liability for the period

• Reps at risk of missing quota

• Forecasted payouts based on pipeline

Finance and leadership get:

• Total comp spend versus budget

• Department-level performance

• Payout forecasts for upcoming quarters

• ROI metrics on compensation programs

PHASE 4: TRAINING & ADOPTION

Finally, we ensure adoption through comprehensive training. We educate reps on how to read their dashboards, what drives their calculations, how to track their performance, and when earnings are updated. We train managers on coaching based on dashboard insights, identifying performance gaps early, and running team compensation reviews. We provide finance with audit documentation, payout reconciliation processes, and system maintenance guidance.