by Patrick McCarthy | Aug 18, 2026 | sales goals
I’ve spent a lot of time working with commission plans, and here’s something I’ve learned: compensation problems tend to start somewhere other than compensation. Sometimes everybody is looking at the wrong end of the problem. The real question should...
by Patrick McCarthy | Jul 6, 2026 | sales goals, sales team compensation, Sales team motivation
1. High-performing sales teams are built through connected systems, not individual talent. The biggest difference between average and elite sales organizations isn’t hiring better salespeople. It’s creating alignment between territory planning, coaching,...
by Rafael Echavaria | May 14, 2026 | sales goals
In Q4 2024, average global quota attainment stood at 43%. This shows consistent underperformance across software as a service (SaaS) sales teams. More than half of your sales organization is missing their number. The instinct is to point fingers at rep performance....
by Rafael Echavaria | May 13, 2026 | sales goals, Sales targets
Here’s a number that should concern every sales leader: as of the fourth quarter of 2024, the average quota attainment across the industry sat at just 43.14 percent. That means more than half of your sales team is missing their number every single quarter. The...
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 29, 2026 | sales goals, Sales targets
Only 47% average attainment. That’s the number staring back at sales leaders right now, with a mere 28% of reps hitting their full annual number. Despite record investments in sales technology, enablement programs, and hiring top talent, more than half of every...
