Board and Compensation Committee Oversight of Sales Incentive Plan Design
Boards must actively oversee sales incentive plan design as strategic risk.
Derek Castellano
Staff Writer
Derek Castellano
Derek Castellano covers sales workforce dynamics with a particular focus on how incentive structure affects turnover, morale, and long-term team stability. Before journalism, he worked in sales operations at two venture-backed startups and saw firsthand how poorly designed comp plans accelerate attrition.
3 stories
Replacement Cost Modeling for Sales Rep Turnover Driven by Comp Dissatisfaction
Lost pipeline during vacancy costs more than recruiting and training combined.
Derek Castellano
Real-Time Commission Visibility as a Retention and Motivation Tool
Transparent, real-time commission tracking stops top performers from quietly leaving.
Derek Castellano