by Patrick McCarthy | Sep 11, 2026 | Commission Design, Commission Management
You can outsource payroll processing and keep your commissions accurate. But only if you understand that outsourcing payroll execution and outsourcing commission calculation are two completely different activities. Conflate them, and you will pay the wrong people the...
by Patrick McCarthy | Aug 18, 2026 | sales goals
I’ve spent a lot of time working with commission plans, and here’s something I’ve learned: compensation problems tend to start somewhere other than compensation. Sometimes everybody is looking at the wrong end of the problem. The real question should...
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 23, 2026 | Compensation
1. Compensation planning should be modeled before it’s launched. A compensation plan simulator allows RevOps and finance leaders to test multiple payout scenarios before introducing a new plan. Modeling different attainment levels, accelerators, and team...
by Patrick McCarthy | Apr 10, 2019 | Sales targets
One of the primary reasons a business experiences failure or a loss of profit is because they set sales targets that didn’t come in to fruition. The most common mistake companies and business owners are making is using data from a previous year to simply estimate...
