by Erick Ramirez | Apr 15, 2026 | Sales
Businesses in the U.S. now spend $176 billion on sales incentives, nearly double what they spent in 2016. A significant chunk of that investment funds one of the oldest motivational tools in sales: the spiff. Yet for all the money flowing into these programs, most...
by Erick Ramirez | Apr 15, 2026 | Sales
Most sales organizations run on commission. Yet the majority of revenue leaders will admit, if pressed, that their commission plans were inherited, patched together in spreadsheets, or designed for a business model they outgrew two years ago. The cost of getting...
by Erick Ramirez | Apr 15, 2026 | Uncategorized
OTE assumes 100% quota attainment. But industry data reveals that quota attainment rates average just 42.7% for Account Executives. That means more than half of your sales team will never earn the number on their offer letter. On-Target Earnings (OTE) represents the...
by Erick Ramirez | Apr 14, 2026 | Sales
According to recent industry research, only 25% of B2B sales reps hit quota in 2024. That’s not a minor performance dip. That’s a systemic failure costing companies millions in missed revenue, broken forecasts, and widespread sales team disengagement....
by Erick Ramirez | Apr 14, 2026 | Sales
When 87% of sales teams report struggling to meet or exceed their quota targets, the instinct is to blame pipeline, hiring, or market conditions. But the real culprit is frequently overlooked: the commission rate structure itself. A commission rate is the percentage...
