by Patrick McCarthy | 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 Patrick McCarthy | 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...
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...
