From bookings to revenue: how Clarivate is rethinking sales incentives

Episode notes

What happens when the metric your sales team is paid on no longer reflects the outcome the business actually needs? In this episode of The Sales Compensation Show , Nabeil Alazzam sits down with Heather Anderton, VP of Sales Operations and Enablement at Clarivate, for a candid look at what it takes to move a sales organization toward revenue quota. Heather shares why Clarivate made the shift from bookings-based thinking toward revenue accountability, what this change means for sellers, and how her team is working through the operational realities behind it. The conversation gets into the hard parts leaders often underestimate: imperfect data, field trust, training, leadership consistency, and the need to keep improving after rollout instead of getting stuck waiting for perfect conditions. They also explore why Heather’s team is uniquely positioned to lead this kind of transformation. Because sales ops and enablement sit together under her leadership, Clarivate has been able to connect comp plan design more closely to seller education, field readiness, and business priorities. The episode also tackles a second major theme: whether SPIFFs really drive incremental performance.