Harshal Sonavane
Product Manager
With 3 years of experience as a Sales Incentives Advisor, go-to-market strategies, and incentive plan design, Harshal plays a key role in helping organizations streamline their incentive programs and drive sales effectiveness. At Incentivate, he focuses on guiding companies toward smarter, more efficient approaches to managing incentives and motivating performance.
He sees incentives as more than just payouts—they’re levers that shape behavior, fuel motivation, and unlock growth. He believes a well-designed incentive strategy doesn’t just drive performance — it tells a story, aligns teams, and builds momentum across the GTM engine. His mission? Help companies move from generic plans to intentional programs that inspire action and deliver impact.
What I Believe About Incentive Management
"Incentives aren’t just about numbers on a paycheck—they’re communication tools. Every payout tells your team what you value and where you want them to go. When structured correctly, incentives can align marketing, sales, and strategy into a single, focused movement. That’s where motivation becomes momentum, and momentum drives growth."
Key Ideas & Contributions
Core concepts and frameworks that drive my approach to incentive automation
Make it easy to roll out new plans
Most companies delay change because implementation sounds scary. I focus on making incentive plan rollouts smooth, fast, and error-free—so teams can move forward without the usual chaos.
Help sales managers become motivators, not messengers
I believe managers shouldn’t just pass along quota numbers—they should be equipped to guide reps. With the right tools and insights, they can drive real performance conversations every week.
Turn messy data into clear actions
Data shouldn’t sit in dashboards. I work on creating connected workflows that turn data into immediate actions—whether it’s recalculating a payout or updating a plan rule —without requiring manual back-and-forth.
Don’t settle for “good enough” tools
Incentives touch every part of the GTM engine. I always push for using the best possible tech—because in today’s world, a slow or clunky system doesn't just cost time, it costs revenue.
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