by Patrick McCarthy | Aug 6, 2026 | Compensation
KEY TAKEAWAYS 1. Sales compensation benchmarking is a revenue strategy, not an HR exercise. The strongest compensation plans don’t simply match market salaries. They align pay with the sales behaviors, performance goals, and growth strategy that drive long-term...
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 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 | Jun 24, 2026 | Team Management
1. Alignment is a data problem before it’s a people problem. Most companies try to fix misalignment with more meetings. In my experience building commission systems for sales teams, the real fix is almost always upstream: get marketing, sales, and finance...
by Patrick McCarthy | Jun 22, 2026 | RevOps
Top Four Key Takeaways 1. RevOps Without Automation Is Just Another Organizational Chart Many companies have adopted RevOps as a function, but still rely on spreadsheets and disconnected systems. The result is slower execution, poor visibility, and constant friction...
