by Patrick McCarthy | Jun 29, 2026 | Commission Optimization
Sales incentive optimization starts long before compensation plans. The biggest mistake companies make is treating incentives as an HR or finance exercise. High-performing organizations build incentives on balanced territories, achievable quotas, and a connected...
by Patrick McCarthy | Jun 25, 2026 | sales team compensation
1. Most Sales Performance Problems Are Actually Systems Problems. When sales teams miss quota, leaders often focus on coaching, motivation, or activity levels. The bigger issue is frequently territory design, quota allocation, disconnected systems, and compensation...
by Patrick McCarthy | Jun 24, 2026 | Team Management
1. Alignment is a data problem before it’s a people problem. Most companies try to fix misalignment with more meetings. In my experience building commission systems for sales teams, the real fix is almost always upstream: get marketing, sales, and finance...
by Patrick McCarthy | Jun 22, 2026 | RevOps
Top Four Key Takeaways 1. RevOps Without Automation Is Just Another Organizational Chart Many companies have adopted RevOps as a function, but still rely on spreadsheets and disconnected systems. The result is slower execution, poor visibility, and constant friction...
by Patrick McCarthy | Jun 18, 2026 | Sales Management
Organizations that treat Sales Ops as a strategic growth driver outperform those that treat it as administrative support. Revenue growth begins with smarter planning, not bigger teams. The best organizations use a compensation strategy to reinforce company priorities,...
