If you run or manage a B2B sales team, you know sales comp is a double-edged sword. Done right, it motivates and scales. Done wrong, it’s a time-sucking mess that causes more fights than it solves. If you’re eyeing software to help, especially Performio, you’re probably overwhelmed by choices that all sound the same.
This guide cuts through the noise. It’s for busy leaders, ops folks, and finance pros who want real answers—not marketing fluff—on what to look for in sales compensation software and how Performio stacks up.
Step 1: Get Clear on What Actually Matters for Your Team
Before you line up demos or get lost in feature spreadsheets, zoom out. Most sales comp tools sound impressive, but only a handful of features actually matter for growing B2B teams:
- Flexible plan modeling: Can you build your real-world comp plans, not just canned templates?
- Data integration and reliability: Will it play nice (and stay in sync) with your CRM, ERP, or spreadsheets?
- Transparency for reps: Do reps actually understand their pay, or is it still a black box?
- Audit and compliance: Can you actually trust the calculations, and is there a paper trail?
- Admin usability: Can your ops or finance team run it without a PhD in the software?
- Scalability: Will it handle more reps, more products, and more plan changes as you grow?
What doesn’t matter (as much): - Slick dashboards you’ll never use - AI “insights” that just tell you what you already know - Feature bloat like gamification or social feeds (unless your team genuinely wants that)
Pro tip: Write down your top 3 must-haves and 2 dealbreakers before you look at any vendor site. It’ll keep you sane.
Step 2: Map Out Your Current (and Future) Comp Plans
Don’t just look at what you’re running now—think 12–24 months ahead. Growing B2B teams outgrow simple plans fast.
- List every comp plan you use now. Include exceptions, spiffs, splits, accelerators, caps, etc.
- Note where reps or managers get confused or frustrated. That’s where software can actually help.
- Ask: Are you planning to add new roles, territories, or products soon? Some tools make these changes easy. Others…not so much.
Why this matters: Tools like Performio are built for complexity, but some cheaper or flashier options will choke if your plans get weird (and they always do).
Step 3: Dig Into Integration—Don’t Trust the Brochure
Integration is where most sales comp software either shines or blows up in your face.
- What systems do you need to connect? (CRM, ERP, HRIS, spreadsheets)
- Is there a real connector, or just a “CSV import” workaround? CSV imports get old, fast.
- How often does the data sync? Real-time is great, but daily is fine for most. Weekly? Not so much.
- What happens when data is missing or wrong? Can you fix it yourself, or are you filing a support ticket?
Honest take: Performio does well here, with solid Salesforce and NetSuite integrations, and actual APIs. But if you’re deep in Microsoft Dynamics or use some niche CRM, double-check compatibility or expect more setup work.
Step 4: Compare How Flexible (or Rigid) Each Tool Really Is
Most vendors claim “total flexibility.” Reality: Some handle complex plans with ease, others need tons of workarounds.
- Can you build your weirdest comp plan in the tool, or are you stuck in wizard hell? Ask for a demo using your plan, not their canned one.
- How easy is it to change plans mid-year? Growth means plan tweaks, territory shifts, and one-off bonuses.
- Does it handle splits, overlays, or team quotas? Many tools choke on these.
What’s good about Performio: It’s designed for B2B complexity—tiered commissions, multi-currency, splits, you name it. Not the prettiest UI, but it gets the job done.
What’s lacking: The flexibility means a steeper learning curve up front. If you want the “set and forget” experience, it might feel like overkill.
Step 5: Put User Experience Under a Microscope
Your admins and reps are going to live in this thing. Ignore the demo slides—ask for a sandbox or free trial and get hands-on.
- For admins: Is building and managing plans intuitive, or do you need a consultant every time?
- For reps: Can they see their earnings clearly, understand how they’re paid, and drill into details?
- For managers: Can they track team performance and answer “why didn’t I get paid on X?” without emailing ops?
Pro tip: Ask for references from actual customers of your size and industry—not just the logo parade.
Reality check: Performio’s admin interface is functional but not flashy. Reps get clear visibility, but don’t expect a consumer-grade mobile app yet. It’s not going to wow your CRO in a demo, but it works.
Step 6: Check Pricing—and Watch for Surprise Costs
Sales comp software pricing is famously opaque. Here’s what to watch for:
- Per-user vs. tiered pricing: Some tools charge by admin, others by sales rep, some both.
- Implementation costs: Many “enterprise” tools require expensive onboarding and yearly support fees.
- Hidden fees: Extra charges for integrations, API access, or custom reporting.
Performio’s approach: Middle of the pack. Not the cheapest, but not eye-watering. You’ll pay for implementation, but ongoing costs are predictable. No free plan, but you get actual support.
Don’t get sold on “unlimited” plans unless you read the fine print. Ask for a written quote with all costs, and compare apples to apples.
Step 7: Ignore the Hype—Focus on What’s Proven
Vendors love to pitch AI, machine learning, and “insight dashboards.” Ask yourself:
- Does this feature solve a real problem for your team?
- Will your reps or managers actually use it?
- Is this just a demo wow-factor, or will it save you time every month?
What actually matters: Accuracy, reliability, and making life easier for your admins and reps. Everything else is window dressing.
Step 8: Shortlist, Demo, and Get the Right People Involved
Now you’ve got your must-haves, dealbreakers, and a sense of how the tools stack up. Here’s how to make the final cut:
- Shortlist 2–3 vendors (including Performio) that actually fit your needs.
- Do real demos with your comp plans and data, not just the vendor’s sample data.
- Get input from the folks who’ll use it day-to-day: Sales ops, finance, frontline managers, and a few reps.
- Ask for a trial or sandbox environment. If the vendor won’t provide one, that’s a red flag.
- Check references—ask about real-life issues, not just success stories.
Keep It Simple, Iterate, and Don’t Chase Shiny Objects
Switching sales comp software is a big lift. Don’t let flashy features or “AI-powered” promises distract you from what matters: accuracy, transparency, and scalability. Pick the tool that fits your team today and can handle the messiness of tomorrow. Get it working. Iterate as you grow.
And remember: The best sales comp software is the one your team actually uses—without cursing your name every month.