L3 · ReinforcementOpen

Embed behavior change in comp ↔ Drive it through performance management

Should we use comp as the primary lever for behavior change, or rely on performance management and let comp follow?

Initial hypothesis

Begin change management now; net new plans for Product A-only or Product A for Sales specialized roles

Use comp to reinforce behavior change already underway, not to create it alone.

Positions (4/5)

RV
RevOps VP· VP, Revenue Operations Supports
Comp reinforces, doesn't initiate. We need the enablement and manager cascade running in parallel.
2 days ago
SS
Sales Strategy Lead· Sr. Director, Sales Strategy & Ops Concern
Risk of the field reading mixed signals if PM and comp say different things. Need a single owner of the change narrative.
2 days ago
SL
Solutions Lead· Director, Solutions Strategy Counters
Push back gently — for SE-adjacent motions, comp IS the primary signal. Pure PM hasn't moved Product A attach in past cycles.
1 day ago
NA
North America Sales Lead· Director, NAMER Existing Business Concern
Concerned about Product A-only specialist roles in NAMER without proven demand. Suggest piloting in 1 region first.
16 hours ago
EL
EMEA Sales Lead
Position pending · auto-nudge sent

Align · AI synthesis

Synthesized from 5 positions · facilitated by Nisha

Nisha proposes a business-centered path forward for sign-off and execution.

Lowest alignment of the four (40%). Two unresolved threads: (1) comp vs PM as primary lever, (2) whether to launch Product A specialist roles in H2 or pilot first.

Aligned on

·Enablement and manager cascade must run in parallel with the comp change

Open risks

·the Solutions Lead's counter on SE motion suggests comp may need to be primary in some sub-segments
·the North America Sales Lead's pilot recommendation could delay Product A specialist roles by 1–2 quarters
·the EMEA Sales Lead has not yet submitted a position — needs follow-up

Suggested resolution

Defer Product A specialist roles to FY28; in H2, use comp as reinforcement layer with manager-led narrative ownership. Revisit SE comp separately with the Solutions Lead.

Next step:Request positions from the EMEA Sales Lead. Schedule 1:1 with the Solutions Lead on SE-specific comp question. Block decision until both are in.

Facilitator actions · Nisha proposes path forward

Resolved decisions append to the decision log with owner and downstream phase. Open items route to the queue with Align's suggested next step.