Insights
January 5, 2026
December 17, 2025
Everyone in sales right now is being told the same story: “AI will fix your pipeline hygiene, forecast accuracy, lead scoring, rep onboarding, account research, territory […]
December 3, 2025
The corporate world has seen numerous layoffs announced from 2022 through 2025. Big Tech, in particular, laid off tens of thousands of workers, reversing the massive […]
December 1, 2025
Why Sales Compensation Teams Must Understand Quota Setting Over the years, I’ve worked with many Sales Compensation Professionals. While most have a solid grasp of the compensation plan including measures, […]
November 24, 2025
The Challenge I’ve worked in Sales Compensation for a long time, and believe me, implementing processes tied to legal requirements can be challenging. Laws evolve quickly, […]
November 18, 2025
November 16, 2025
The Quota Conundrum I have interviewed many salespeople over the years, and when the discussion gets to quotas, I can pretty much predict with 100% certainty […]
October 15, 2025
September 16, 2025
September 4, 2025
In today’s data-driven business environment, designing a sales compensation plan is no longer just about setting quotas or establishing pay rates. It’s about aligning incentives with […]
August 18, 2025
July 16, 2025
There is a moment every sales leader knows well. The day begins, the sales numbers come in, and the question comes quickly. How did we do? […]