Designing Incentives that Truly Motivate

Most incentive plans don’t motivate — they confuse, frustrate, or misalign.

Too complex, too disconnected from reality, or simply not tied to what actually drives performance. The result? Reps disengage, behaviors drift, and revenue suffers.

In this edition, Antoine Fort (CEO at Qobra), Marisol Jordan (RevOps Leader at Cobalt), and Jeff Ignacio (VP RevOps at RevOps Impact) will dive into what it really takes to design incentive plans that work for your reps, your business, and your bottom line.

What You’ll Learn:

▶️ What Actually Drives Motivation

• Why most incentive plans fail to influence behavior
• The psychology behind effective incentives
• Aligning comp with what reps truly care about

▶️ Designing Simple, High-Impact Plans

• How to balance simplicity, clarity, and performance
• Choosing the right metrics and levers
• Avoiding common pitfalls that kill motivation

▶️ From Theory to Execution

• How to roll out incentives that reps understand and trust
• Ensuring visibility and transparency in performance tracking
• Iterating on your plans based on real data