Solange Okafor

AI reads commission plans and converts them to rules, but human approval keeps payouts accurate.

Dedicated commission software replaces error-prone formulas with versioned, auditable rules.

RevOps should own attribution because it controls the CRM data finance trusts.

RevOps and sales leadership must jointly own quota setting to make targets credible.

Defining decision rights upfront prevents commission system migrations from stalling indefinitely.

When commissions depend on CRM data, pipeline disputes become paycheck disputes.

VP owns strategy and structure; Director executes the plan daily.

RevOps shifts from a small team to a specialized department with distinct pods and leadership.

Commission accuracy requires moving from spreadsheets to systems as complexity grows.