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Performance equity provides additional upside and/or downside leverage to traditional equity incentives based on set performance goals.

So we set out to quantify how common performance measures that we see in company executive incentive plans actually related to stock market performance over the last five years.

Concept 1: Have a Laser-Focused Compensation Philosophy Before compensation targets and financial and non-financial metrics for incentive programs can be set, a compensation committee must adopt a compensation philosophy that drives the program’s overall structure.

The percentage of sales teams meeting the benchmark declined each year since 2017, reaching a low point in our most recent data set, as shown in Figure 1.

Nearly 40% of respondents took one or more actions to address incentive plan goal-setting challenges, such as delaying the timing to finalize goals, widening performance ranges, and adding or increasing the emphasis on relative metrics.; ;Most respondents are not planning significant changes to incentive plan designs for 2026 or the short-term incentive (STI ) performance mix or long-term incentive (LTI) award vehicle mix.Most also have not made changes to equity grant practices in response to stock market volatility or proposed shareholder advisory group policy changes.; ;Among respondents with incentive cycles ending in 2025, most (roughly half for STI and 60% for LTI) do not currently anticipate the use of discretion, with one-third taking a “wait and see” approach.

You can download a graphic report of findings, a summary analysis of the trends or a short quiz that you can use to start productive goal-setting conversations in your organization.

Sales managers struggle to get quota setting right.

The Solution To address these global-local challenges, organizations can use the following strategies: ;Create a set of standard GTM/coverage blueprints.

Relatedly, we should understand that not everyone has the same set of preferences as to how and when they communicate.

Key Takeaways Setting a precedent.