by Patrick McCarthy | Sep 9, 2026 | Commission Management
Most teams don’t decide to manage commissions in spreadsheets. It just happens. You have five reps, someone builds a quick Excel file, and it works fine. Then you hire more people, add an accelerator, introduce a SPIF, and suddenly that “quick file”...
by Patrick McCarthy | Jul 30, 2026 | Commission Design, Uncategorized
KEY TAKEAWAYS Why does bad commission data lead to over-forecasting? Commission systems generate attainment metrics that forecast models use to project future performance. When commission data overstates attainment (because of unreconciled clawbacks, stale CRM stages,...
by Patrick McCarthy | Jul 27, 2026 | Commission Management, Commission Plan, Commissioned Success
KEY TAKEAWAYS Why do sales agents leave despite competitive compensation? Sales agent retention depends on meeting compensation expectations—not simply increasing pay. Most sales professionals leave when their day-to-day compensation experience doesn’t match...
by Patrick McCarthy | Jul 13, 2026 | sales commissions
1. Sales compensation transparency increases revenue by increasing trust. Transparent commission plans don’t simply reduce complaints—they help salespeople spend more time selling instead of questioning calculations, leading to better productivity and more...
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,...
