Built on Xactly’s 20+ years of proprietary data, the 2026 report breaks down key sales compensation trends to help you fine-tune comp strategy and drive stronger performance with confidence.

Compensation plan design is evolving rapidly, and companies are becoming more strategic about how they pay and incentivize performance.

Organizations are paying a premium for proven performance, especially among tenured Account Executives, while tightening expectations across the broader team and shifting away from growth-at-all-costs strategies.

The data show how compensation strategy is evolving, and what it means for performance, plan design, and retention. You’ll discover:

• How pay and quota expectations are changing for newer vs. experienced AEs.
• Why pay gaps continue to widen between top and lower performers, fueling a winner-takes-more dynamic.
• Where regional pay models are diverging, especially in Lead Gen roles.
• How rising quotas and shifting CCOS trends could impact attainment, morale, and retention.

Download the trends report to get the data, benchmarks, and insights you need to make smarter sales performance management decisions in 2026 and beyond..