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 13, 2026 | Commission Management, Sales Commission Management, Uncategorized
If you run a payments ISO, an insurance agency, a SaaS channel program, or any business that pays sales reps on commission, the term “nonemployee compensation” probably comes up every January when your accounting team starts generating 1099s. Most of the...
by Patrick McCarthy | Oct 8, 2026 | Sales Commission Management, Sales commission software, Uncategorized
Your commission tech stack probably wasn’t designed. It grew. A Google Sheet that “worked fine” when you had 12 reps is now a 47-tab monster that one person in ops understands. A Jira board became the de facto dispute queue. A secondary CRM instance...
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 | Sep 30, 2026 | Industry Trends, Payment Industry, Sales Management, Uncategorized
Regulatory scrutiny of commission payments has moved from background noise to active enforcement. If you pay agents, affiliates, or independent contractors on commission, the IRS, DOL, SEC, and FTC all have a stake in how you structure those payments, and enforcement...
by Patrick McCarthy | Sep 24, 2026 | Sales Commission Management, Sales Pipeline, Uncategorized
Most teams treating AI as a drop-in solution for plan-to-pay are solving the wrong problem. The question isn’t whether AI can handle your invoices or commission calculations. It’s which specific steps in the workflow benefit from automation, which ones...
