WorldatWork Sales Comp ’26 | Join Varicent to Rethink Sales Compensation

Sales compensation is no longer just a payout process. It is one of the clearest signals of what your organization values, how sellers behave, and determines whether your go-to-market strategy holds up in execution.

As compensation plans become more complex, many organizations are still managing quotas, territories, incentives, and performance insights across disconnected systems and processes. The result is a gap between what the business intends to drive and what the comp plan actually rewards.

At WorldatWork Sales Comp ’26, you'll join revenue leaders who are rethinking how incentive strategy connects to performance, planning, and profitable growth.

Attend Our Sessions:

The Comp Plan Is the Strategy: Finding and Fixing the Gap Between Intent and Incentive
Tuesday, August 4 | 11:45 AM-12:30 PM

Speakers:

• Curtis Schroeder, Head of Research and Insights, Varicent
• Kelly Englisch, Incentives Director, Sales, Iron Mountain
• Anna Simon, Associate Principal, ZS

Your compensation plan tells sellers where to focus, what to prioritize, and how the business defines success. But when incentive design drifts away from go-to-market strategy, teams can end up rewarding behaviors that don't match their growth goals.

In this session, Varicent’s Head of Research and Insights will be joined by senior compensation leaders to explore:

• New research on where and why the gap between go-to-market strategy and incentive design most commonly breaks down.
• A practical diagnostic approach for identifying disconnects between what your organization says it wants and what your comp plan actually rewards.
• A stronger framework for positioning the compensation function as a strategic partner in revenue performance.

Scaling Sales Compensation: The Evolving Role of the Compensation Partner
Tuesday, August 4, 11:45 AM - 12:30 PM

Speakers:

• Sheri Boyle, Vice President & Sr Compensation Leader, Fifth Third Bank
• Dana Therrien, SVP, Commercial Transformation, Varicent

This interactive roundtable explores how compensation teams can scale their operations while maintaining control and strengthening governance. Drawing on experience from financial services organizations, the discussion will examine where complexity most often increases as programs grow and why manual effort continues to persist even when better tools are available.

Diagnosing Revenue Performance: A Systems Approach for Compensation Leaders
Wednesday, August 5 | 1:15-2:15 PM

Speaker: Dana Therrien, Senior Vice President of Commercial Transformation

When revenue performance misses the mark, the issue is rarely isolated to one comp rule, one quota decision, or one planning assumption. Performance outcomes are shaped by how sales strategy, comp design, operational readiness, and planning timelines work together.

This session introduces a systems perspective for understanding why revenue organizations struggle to execute their plans. You'll learn how common misalignment patterns emerge, why traditional fixes often fall short, and how compensation leaders can take a more connected view of revenue performance.

Here’s How to Connect With Us:

• Visit the Varicent booth 311 to see how our Sales Planning, Incentives, and Seller Insights solutions help teams model, pay, and perform from one connected platform.
• Attend our sessions to learn how compensation leaders can diagnose misalignment, close the gap between strategy and incentives, and take a more strategic role in revenue performance.
• Book a 1:1 with us to pressure-test your quota, territory, and incentive strategy against your growth goals and walk away with a clearer picture of where your revenue system creates friction and how to fix it.

Be sure to stop by the Varicent Booth #311 for your chance to enter a raffle and win a Prada purse!

*Giveaway eligibility and terms may apply.