by Amy Cook | Oct 20, 2026 | sales goals, Sales Management, Sales targets, Uncategorized
Your $15K SaaS deal and your $400K platform sale have almost nothing in common. One buyer, fast cycle, straightforward decision. The other: eight stakeholders, procurement, legal, two named competitors, and a security review that will take longer than your original...
by Amy Cook | Oct 16, 2026 | Sales commission software, sales commissions, sales goals, Sales targets, Uncategorized
Most SaaS companies track five to ten efficiency ratios. Fewer than half can explain what those ratios mean for next quarter’s headcount plan. That’s the problem this article addresses. Not the formulas. You know the formulas. The problem is that your...
by Amy Cook | Oct 15, 2026 | Commission Management, sales goals, Sales targets
Most sales forecasts are not analytical outputs. They are negotiated settlements. Reps submit numbers they think managers want to hear. Managers trim or pad based on political pressure. The CRO rounds to something the board won’t push back on. By the time the...
by Amy Cook | Oct 7, 2026 | sales commissions, sales goals, Uncategorized
There’s a pattern that shows up in deal post-mortems at mid-market and enterprise SaaS companies right now. A well-resourced team, a recognized brand name, a full suite of sales tools, loses a six-figure deal to a company with a dozen employees and a Slack-heavy...
by Amy Cook | Oct 6, 2026 | Commission Management, Sales Commission Management, sales goals
Your carefully crafted 25/50/75/100% ramp quota looks professional in the spreadsheet. It feels logical. It even matches what your last company used. It’s also destroying your forecast accuracy and burning through new hires faster than you can replace them. The...
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...
