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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.

Working with management, boards have to sort through all of the noise — opinions, ideas and information — and make rational, informed decisions about how to set priorities, allocate resources and make investments.

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.

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.

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.

The BOK represents the complete set of knowledge and skills required for professionals working in the sales compensation field.

Total Rewards Compensation Sales Compensation Executive Compensation Benefits General HR General HR Access a diverse set of resources covering HR fundamentals, policies, compliance and best practices to support effective human capital management and organizational success.

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.

Sales managers struggle to get quota setting right.