by Rafael Echavaria | May 21, 2026 | Compensation
Nearly 50 percent of businesses offer a base salary plus commission, making it the most popular compensation model in sales today. And yet, most companies treat it like a checkbox exercise rather than what it actually is: a strategic tool that directly shapes how your...
by Rafael Echavaria | May 21, 2026 | Compensation
Here’s a number that should keep every sales leader up at night: as of 2024, only 15% of employees are actively motivated at work. The remaining 85% are either disengaged or actively checked out. And if your compensation plan only rewards one thing, closed...
by Rafael Echavaria | May 21, 2026 | Commission Management
Most sales commission rates fall between 5% to 20% of sale value, with software-as-a-service (SaaS) companies often offering around 10%. But the percentage itself isn’t what separates high-performing sales organizations from the rest. It’s the structure...
by Rafael Echavaria | May 20, 2026 | Commission Management
If you’re a sales leader, Revenue Operations professional, or finance executive, here’s a scenario you’ve likely seen play out: your sales team crushed their revenue targets last quarter. The dashboard is green, the champagne is flowing, and the team...
by Rafael Echavaria | May 20, 2026 | Commission Management
Your top rep just exceeded their number six weeks before the quarter ends. They are sitting at 110% of quota with momentum to spare. So what happens next? Do they coast to the finish line, or do they keep pushing? The answer depends entirely on how you have designed...
