How to Track, Incentivize, & Comp for Sales–to–Post-Sales Alignment
Most companies say they want Sales and post-Sales aligned — but their comp plans tell a very different story.
Sales is rewarded for closing. CS is rewarded for retention.
And customers are caught in the middle when those incentives aren't aligned.
In this session, we’ll take a hard look at how compensation, KPIs, and incentives shape behavior across the customer lifecycle — and why even well-intentioned teams struggle to stay aligned when they’re paid to optimize for different outcomes.
This webinar goes beyond theory to explore how modern teams are rethinking alignment after the deal is signed, using shared metrics, value-based incentives, and accountability structures that keep everyone rowing in the same direction.
In this session, we’ll cover:
- Why NRR-based CSM compensation often works against true alignment
- How comp plans unintentionally reinforce siloed behavior between Sales and post-Sales
- Practical ways to measure customer value — and reward teams for delivering it
- How to rethink incentives without requiring a full reorg or comp overhaul
This session is ideal for CS, Sales, RevOps, and Revenue leaders who want alignment that’s measurable, repeatable, and tied to real customer outcomes. If money drives behavior, incentives are the fastest way to fix misalignment.
Originally part of Totango’s Pass the Baton, Not the Buck series, this session is back by popular demand.
