by Erick Ramírez | Jan 8, 2026 | Sales
Only 57% of salespeople met their quotas in 2024, the lowest figure in the last five years. The drop does not reflect poor selling. Outdated, spreadsheet-driven planning that leans on guesswork, not data, drives missed forecasts and unpredictable growth. The fix is...
by Erick Ramírez | Jan 7, 2026 | Sales
Selling to existing customers has a 60-70% success rate, yet most go-to-market plans sideline expansion revenue. That disconnect creates avoidable gaps in performance and planning rigor. Revenue teams often rely on disjointed spreadsheets and ad-hoc goals for...
by Erick Ramírez | Jan 5, 2026 | Sales
If hitting quota consistently feels unrealistic, you’re not alone. According to Salesforce, 67% of reps don’t expect to meet their quota this year. While leaders often scrutinize the final number, the underlying issue is often the distribution method. Sales...
by Erick Ramírez | Jan 2, 2026 | Sales
A staggering 87% of sales teams report struggling to meet or exceed their quota targets. This is not a talent problem; it is a planning problem. Rigid, top-down quotas consistently fail because they cannot adapt to market volatility, creating a gap between financial...
by Erick Ramírez | Jan 2, 2026 | Sales
Announcing new quotas is one of the hardest conversations in sales leadership. Do it poorly and you burn trust; do it well and you set the team up for a strong quarter. With attainment already under pressure and only 43% of tech reps hitting their number in late 2023,...
