by Erick Ramirez | Apr 16, 2026 | Sales
85% of companies now use some form of performance-based compensation to motivate and reward their employees. Yet for most revenue teams, the gap between designing a variable compensation plan and actually executing it accurately remains enormous. Reps spend...
by Erick Ramirez | Apr 16, 2026 | Sales
Variable pay programs now cover 75% of organizations, yet that number represents a 6% decline year-over-year. The drop signals a strategic shift: companies aren’t abandoning performance-based compensation. They’re getting more selective about how they...
by Erick Ramirez | Apr 15, 2026 | Sales
U.S. companies now spend $176 billion on sales incentives annually, nearly double the investment from 2016. Revenue leaders across industries report the same frustration: spending more on compensation hasn’t solved the performance problem. The issue isn’t...
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 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....
