by Rafael Echavaria | May 13, 2026 | Sales Management
Here’s a number that should keep every sales leader up at night: 84 percent of sales reps didn’t meet their quota last year. Not 50 percent. Not even 60 percent. The overwhelming majority of salespeople are falling short. The problem isn’t effort or...
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...
