When Your Sales Comp Plan Works Against You:
Governance, Metrics, and the
Tools Holding It Together
Guest Speaker: Rick Butler
Vice President, Global Sales
Compensation, ServiceNow
Date & Time:
Wednesday, May 13, 2026
11:00 AM – 12:00 PM ET
A practitioner-focused session for those looking to
navigate the transition from analyst to strategic advisor in real-time.
Join us for our upcoming Sales Compensation Think Tank, featuring Rick Butler and an interactive discussion on building and protecting high-performing incentive plans, including:
- Governance and exception management across compensation decisions and cross-functional stakeholders
- Metrics that are breaking your plans, including revenue, bookings, margin, and the consumption shift challenge
- The role of modern tooling, from spreadsheets to scalable platforms, and knowing when each is right
The Plan Integrity Challenge
- Exception cultures quietly erode even well-designed compensation plans.
- Shifting from subscription to consumption models creates metric and quota-setting chaos.
- Spreadsheets remain embedded in comp operations, even as pressure to modernize grows.
Is your incentive plan working for your sales team or against it?
This is your go-to think tank for Sales Compensation Practitioners, the experts who connect sales strategy with pay for performance plans that get the expected results!
This session is designed for practitioners dealing with the real-world pressures that undermine plan effectiveness. We will examine how to protect plan integrity through stronger governance, smarter metric selection, and practical tooling decisions.
We'll break down how to align compensation leadership across Sales, Finance, and HR, reducing exceptions, improving predictability, and keeping your incentive plans driving the right behaviors.
Guest Speaker:
Hosted By:
The Future of Sales Compensation Think Tank Practitioners - When Your Sales Comp Plan Works Against You: Governance, Metrics and the Tools Holding it Together qualifies for recertification credit for the Certified Compensation Professional® (CCP®), Certified Benefits Professional® (CBP), Global Remuneration Professional (GRP®), Certified Sales Compensation Professional (CSCP)® and Certified Executive Compensation Professional (CECP)® designations granted by WorldatWork. For more information on recertification, visit the WorldatWork recertification webpage at https://www.worldatwork.org/certification/recertification
How to build a governance framework that controls compensation decisions, manages exceptions without undermining the plan, and aligns cross-functional stakeholders
A clear-eyed look at metrics breaking your incentive plans, revenue, bookings, margin, and the quota-setting crisis created by subscription-to-consumption shifts
Insight into when spreadsheets are still the right tool and where they fall short, plus how to balance transparency with scalable, audit-ready solutions
Real-world perspectives from Rick Butler, VP of Global Sales Compensation at ServiceNow, on what works, what breaks, and what he's navigating right now
Innovative Execution: Not just concepts but actionable strategies and tools you can use inside your comp plans and models.
Tactical Insights: Hands-on approaches to governance, metric design, and tooling decisions that hold up under real business pressure.
Collective Wisdom: Hear what your peers are trying, what's working, and what's not. This is about learning laterally, not just top-down.
Sales-Ready Alignment: Build smarter collaboration across Sales, Finance, and HR to avoid rework and increase plan credibility.
Next-Level Readiness: Stay prepared for what's next, from consumption model transitions to AI-driven comp administration.