by Patrick McCarthy | 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 Patrick McCarthy | 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 Rafael Echavaria | Jun 5, 2026 | Sales targets
Here’s a number that should keep every revenue leader up at night: as of Q4 2024, average quota attainment sat at just 43.14%. That means more than half of your sales team is likely missing their number right now. And the uncomfortable truth? The problem...
by Rafael Echavaria | May 18, 2026 | Sales targets
Nearly half a year. That is how long your new sales hires sit on the bench before they start pulling their weight. The average ramp-up time for Software as a Service (SaaS) companies has ballooned to 5.7 months in 2025. For most organizations, the problem is not that...
by Rafael Echavaria | May 13, 2026 | Sales targets
When 43% quota attainment is the industry average, something is fundamentally broken. And yet, most sales organizations still treat quota adjustments like a taboo topic, something whispered about in hallway conversations but rarely written into a real strategy. That...
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...
