by Rafael Echavaria | May 6, 2026 | Compensation
Most sales commission rates fall between 5-20% of sale value, yet the vast majority of companies pay every dollar at the same flat rate, whether a rep closes at 60% of quota or 160%. That’s not a compensation strategy. That’s a missed opportunity. A tiered...
by Rafael Echavaria | May 5, 2026 | Compensation
Here’s a number worth pinning to your wall: 57 percent of employees say that working for commissions or bonuses motivates them to do a better job at work. That means your incentive compensation plan isn’t just a line item on the profit and loss statement...
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 | Apr 30, 2026 | Compensation
If you’re a sales leader, RevOps professional, or executive responsible for designing how your team gets paid, few decisions carry more weight than compensation structure. Get it right, and you’ll unlock a self-reinforcing engine of motivation, retention,...
by Rafael Echavaria | Apr 27, 2026 | Compensation
As of March 2025, wages and salaries accounted for 61.7% of employer costs. That single number should reframe how every revenue leader thinks about compensation. It’s not a back-office expense to manage. It’s the largest investment you have to attract top...
