by Rafael Echavaria | May 4, 2026 | Commission Management
You’re building out next year’s compensation plan, and the first question on the table seems simple but isn’t: how much should we actually pay in commission? Set the rate too low, and your best reps walk. Set it too high and your margins evaporate....
by Rafael Echavaria | May 4, 2026 | Compensation
Here’s a number that should make every Revenue Operations leader uncomfortable: commission errors affect an average of 8.8% of payouts annually. That’s not a rounding error. That’s real money leaving your organization, and it’s dragging rep...
by Rafael Echavaria | May 1, 2026 | Compensation, sales goals
Your compensation plan is quietly running the show. Every deal your reps prioritize, every account they chase, every late-night push to close before quarter-end traces back to one thing: how you pay them. A sales compensation plan isn’t just a payment schedule...
by Rafael Echavaria | May 1, 2026 | Commission Management
Getting sales commission right is one of the most important decisions a revenue leader can make. Set the rate too low, and your best reps walk. Set it too high, and your margins erode. Get the structure wrong, and you create misaligned incentives that quietly...
by Rafael Echavaria | May 1, 2026 | Sales targets
Every sales rep knows the feeling: a new quarter begins, a number lands in your inbox, and the clock starts ticking. But here’s the uncomfortable truth about that number. According to research from Spotio, a third of teams report that fewer than 70% of their...
