19 November 2026 10:15 - 10:45
Are your territories, quotas and incentives built for the same strategy?
Territory design, quota setting and compensation are often managed as separate planning exercises. When they are not aligned, the result is uneven opportunity, unrealistic targets, conflicting behaviours and a revenue plan that looks stronger on paper than it does in practice.
This session will explore how RevOps leaders can connect market potential, seller capacity, performance expectations and incentive design into one coherent model. It will examine how to challenge inherited assumptions, create greater fairness without sacrificing growth, and build plans that motivate the right behaviours across different roles, segments and regions.
Key takeaways:
- How to align territories, quotas and compensation around a shared commercial strategy
- Ways to balance growth ambition with capacity, market potential and seller fairness
- How to identify when incentive design is driving unintended behaviou