by Rafael Echavaria | Jun 5, 2026 | Compensation
Here is a number that should stop every revenue leader in their tracks: 77% of U.S. businesses already have variable pay programs in place, with an additional 9 percent planning to adopt one. Variable compensation is not a trend. It is the standard operating model for...
by Rafael Echavaria | Jun 5, 2026 | Commission Management
Consider this question: Can your reps calculate their estimated commission on a deal currently in progress in under 60 seconds? If the answer is no, you do not have a transparency problem. You have a trust problem. Trust problems affect everything: forecast accuracy,...
by Rafael Echavaria | Jun 5, 2026 | Sales targets
Here’s a number that should keep every revenue leader up at night: as of Q4 2024, average quota attainment sat at just 43.14%. That means more than half of your sales team is likely missing their number right now. And the uncomfortable truth? The problem...
by Rafael Echavaria | Jun 4, 2026 | Commission Plan
Here’s a number that should make every revenue leader pause: According to BambooHR’s 2025 compensation trends research, 72 percent of employees feel positive about their financial compensation today, down sharply from 83 percent just two years ago....
by Rafael Echavaria | Jun 4, 2026 | RevOps
Most revenue teams face a frustrating paradox: 99% of small businesses in the United States use at least one form of technology in their operations, and 60 percent of them say they use generative AI. Technology is everywhere. And yet, for most revenue teams, more...
