Sales Performance Management Consulting
Variable Sync helps revenue organizations design, automate, and administer variable compensation. We replace spreadsheet chaos with plans that pay accurately, close on time, and actually drive the behavior you are paying for.
Currently at capacity. Variable Sync is not accepting new client engagements at this time. We expect to open availability for new partnerships in the future. Questions in the meantime are welcome at info@variablesync.com.
What We Do
Commission is often a company's second largest expense line, yet it is frequently run out of a spreadsheet that one person understands. That creates three problems at once: reps lose trust in their statements, finance loses confidence in the accrual, and leadership loses the ability to steer the sales motion. We fix all three.
We build compensation plans grounded in your go-to-market strategy: role-by-role quota structures, rate tables, accelerators, draws, clawbacks, and SPIFFs. Every component is modeled against historical attainment before it ever reaches a rep.
We translate plan documents into working calculation logic inside your SPM platform, wire up the CRM and finance data feeds, and build the reporting layer so reps can see exactly how each dollar was earned.
We stand up the recurring close: dispute workflow, approval chain, audit trail, and month-end reconciliation. The goal is a cycle your team can run without us, documented well enough to survive turnover.
Services
Some clients need a plan rebuilt from scratch. Others have a good plan and a broken process. We scope to the gap, not to a template.
End-to-end design and redesign of variable pay plans for AEs, SDRs, CSMs, sales engineers, and leadership. Includes pay mix benchmarking, quota setting methodology, attainment distribution modeling, and cost-of-compensation forecasting so you know what the plan costs before you launch it.
Implementation and configuration of sales performance management systems, with deep hands-on experience in CaptivateIQ. We handle data ingestion from CRM and billing systems, calculation logic, plan versioning, payee hierarchies, and statement design, then validate against parallel runs before cutover.
Ongoing or interim administration of the monthly commission cycle. Calculation review, exception handling, dispute resolution, approval routing, payroll handoff, and the accrual detail your accounting team needs at close. Built to be auditable end to end.
A data-driven read on whether your plan is working. We analyze attainment curves, payout concentration, quota fairness across territories, ramp performance, and the correlation between plan components and the outcomes you actually want. You get findings and a prioritized change list, not a dashboard nobody opens.
Where the work is repetitive, we automate it. Custom ETL pipelines, reconciliation scripts, and reporting automation that eliminate the manual copy-paste steps quietly consuming your revenue operations team's week.
Short-form engagements for teams that mostly need a second opinion: plan reviews ahead of a fiscal year launch, vendor selection support, or training so your internal admins can own the system with confidence after go-live.
Approach
Straightforward sequence, no mystery. Every phase produces something you keep.
We review your current plans, data sources, and close process, and talk to the people living inside it: revenue operations, finance, and the reps themselves. Output is a written assessment of what is working and what is quietly costing you.
Before anything gets built, we model proposed plan changes against historical performance data so you can see the payout curve, the cost, and the edge cases. Decisions get made on numbers, not intuition.
Plan logic gets configured, data feeds get connected, and statements get designed. We validate with a parallel run against your existing process until the numbers reconcile line by line.
Rollout includes plan documents, rep-facing communication, and admin training. Reps should understand how they get paid without needing a meeting about it.
We document the whole system and support your first live cycles, then step back. A successful engagement ends with your team not needing us.
About
Variable Sync is an independent consultancy focused entirely on sales performance management. We are not a generalist shop that also does comp. This is the whole practice, which is why we can go deeper on it than a broad consulting bench typically will.
Engagements are staffed by the people who scoped them. The person modeling your attainment curve is the person configuring the calculation logic and the person you email when something looks wrong at close. That continuity is the point, and it is the main reason we keep the client roster small.
We work primarily with growth-stage and mid-market revenue organizations in the United States, and we work remotely by default.
Contact
Variable Sync is not taking on new client engagements right now, but we are glad to answer questions, talk through a plan problem, or be a resource for when availability opens back up.
info@variablesync.comWe reply to everything, usually within a few business days.