by Rafael Echavaria | Jun 12, 2026 | Compensation
Here’s a stat that should keep every revenue leader up at night: quota attainment rates are falling even as compensation costs continue to climb. Companies are paying more and getting less. And yet, the investment in solving this problem has never been bigger....
by Rafael Echavaria | Jun 11, 2026 | Compensation
Your sales compensation plan is quietly running the show. It shapes how reps prioritize their pipeline, which deals they chase, and whether they stick around next quarter or start updating their LinkedIn profile. Here’s the problem: most companies still treat...
by Rafael Echavaria | Jun 10, 2026 | Compensation
When commissions represent one of your largest variable expenses and most sales commission rates fall between 5% to 20% of sale value, even small compliance missteps can spiral into costly legal disputes. They damage trust. They create constant turnover of top talent....
by Rafael Echavaria | Jun 9, 2026 | Compensation
When 61% of professionals say compensation is the single biggest factor in whether they stay or leave, you can’t afford to treat comp planning as a back-office HR exercise. Yet that’s exactly what most companies do. They run payroll reports, check...
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 | May 22, 2026 | Compensation
Pay-for-performance models now shape how most companies pay their salespeople. According to Visdum, 71 percent of organizations tie compensation directly to measurable performance goals. Yet despite this widespread adoption, most companies still treat sales...
