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 Patrick McCarthy | Jun 25, 2026 | sales team compensation
1. Most Sales Performance Problems Are Actually Systems Problems. When sales teams miss quota, leaders often focus on coaching, motivation, or activity levels. The bigger issue is frequently territory design, quota allocation, disconnected systems, and compensation...
by Rafael Echavaria | Apr 29, 2026 | sales goals, Sales targets
Only 47% average attainment. That’s the number staring back at sales leaders right now, with a mere 28% of reps hitting their full annual number. Despite record investments in sales technology, enablement programs, and hiring top talent, more than half of every...
