Anything related to the calculation or administration of your incentive structure. Commission rates, accelerators, thresholds, clawbacks, and timing resets. Along with your product catalog and average deal size by product or category.

The incentive structure defines what the plan rewards. The product catalog and deal size define where a sharp rep focuses that optimization. A $1,000 SPIF means something completely different on a plan with a $200,000 average deal size than it does on one with a $20,000 average deal size. Together these documents show not just what behavior the plan makes rational but which products and deal types absorb attention and which ones get ignored.

No P&L, no historical commission data, no org charts, no customer data.

The read is conducted on the structure itself. Everything else introduces narrative that the methodology deliberately excludes.

Five days. Documents are due by close of business the Friday before the engagement begins. The Executive Debrief happens the following Friday.

A live debrief walking through the optimal path a sharp, motivated rep would take through your plan, and a document showing that path with the levers that made each choice feel rational at every decision point. Not a summary of findings. A walk through the logic from the first fork to the last.

The document is yours to keep. The debrief is where the questions get answered.

There are three valid outcomes. The read confirms the plan is positioned to produce exactly what you intended. The read surfaces specific paths that diverge from your intent in ways worth knowing. Or the read reveals significant misalignment between what the structure rewards and what the business needs. All three outcomes are valuable. All three leave you with something you didn't have walking in.

If the read comes back clean you've eliminated structure as a contributing factor to any future performance conversation. That's worth having regardless of what you find.

They're destroyed. No copies retained. The engagement closes with the debrief and nothing leaves with me.

Any organization with a layered incentive structure where compensation mechanics interact across multiple levers. If your plan has thresholds, accelerators, clawbacks, or timing resets, there's likely interaction effects worth reading. If your plan is a straight percentage with no qualifiers, this probably isn't the right engagement.

The debrief walks through the optimal path the read produced. At each decision point you'll be presented with the choice the structure creates and asked how you'd expect your team to respond. If your answer matches the optimal path the finding is validated. If it diverges you'll see exactly where the structure is pulling and why. The session closes with open questions.