by Patrick McCarthy | Aug 6, 2026 | Compensation
KEY TAKEAWAYS 1. Sales compensation benchmarking is a revenue strategy, not an HR exercise. The strongest compensation plans don’t simply match market salaries. They align pay with the sales behaviors, performance goals, and growth strategy that drive long-term...
by Patrick McCarthy | Jul 30, 2026 | Commission Design, Uncategorized
KEY TAKEAWAYS Why does bad commission data lead to over-forecasting? Commission systems generate attainment metrics that forecast models use to project future performance. When commission data overstates attainment (because of unreconciled clawbacks, stale CRM stages,...
by Patrick McCarthy | Jul 27, 2026 | Commission Management, Commission Plan, Commissioned Success
KEY TAKEAWAYS Why do sales agents leave despite competitive compensation? Sales agent retention depends on meeting compensation expectations—not simply increasing pay. Most sales professionals leave when their day-to-day compensation experience doesn’t match...
by Patrick McCarthy | Jul 23, 2026 | Compensation
1. Compensation planning should be modeled before it’s launched. A compensation plan simulator allows RevOps and finance leaders to test multiple payout scenarios before introducing a new plan. Modeling different attainment levels, accelerators, and team...
by Patrick McCarthy | Jul 13, 2026 | sales commissions
1. Sales compensation transparency increases revenue by increasing trust. Transparent commission plans don’t simply reduce complaints—they help salespeople spend more time selling instead of questioning calculations, leading to better productivity and more...
