by Rafael Echavaria | May 12, 2026 | Compensation
Here’s a number that should stop you in your tracks: fewer than 40% of workers even know what “Total Rewards” means. Only 14% of those people can actually explain it. That means the vast majority of professionals are making career decisions,...
by Rafael Echavaria | May 12, 2026 | Sales targets
Here’s a number that should keep every sales leader up at night: 73 percent of sales reps miss their quotas. That’s not a rounding error. That’s nearly three out of every four reps falling short of the targets your organization set for them. And...
by Rafael Echavaria | May 12, 2026 | Sales targets
Here’s a number that should keep every sales leader up at night: as of Q4 2024, the average quota attainment across sales organizations sat at just 43%. That means more than half of your reps are missing their targets, and the problem isn’t getting better....
by Rafael Echavaria | May 11, 2026 | Compensation
Getting compensation right is no longer a nice-to-have. It is a strategic advantage. In today’s market, top sales talent receives multiple competing offers weekly. The companies that win are the ones using data, not guesswork, to set pay. This is not a fringe...
by Rafael Echavaria | May 11, 2026 | Commission Management
Here’s a question worth asking at your next leadership meeting: are you still spreading raises across your sales team evenly, regardless of results? If so, you’re likely overpaying your lowest performers and underpaying the people who actually drive your...
