Sales leadership is both strategy and stewardship. It’s knowing the numbers while guiding the humans behind them. As Steve Levitt shared, “You can’t succeed alone without your team. Help them. Carry their concerns upward and bring clarity back down. That’s the job.” Start now. Evaluate, plan, and lead with purpose. The teams that thrive in 2026 will be the ones whose leaders were already preparing today.

If your reps can’t figure out what they’ll earn from a deal in under a minute, the plan isn’t working. Complexity slows decisions, erodes trust, and kills momentum. Reps lose motivation fast when they’re confused about their own compensation.