Insights
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? […]
July 11, 2025
Did you know that the vast majority of business executives are not trained negotiators—and often leave significant value on the table? If you’re reading this, statistically, that […]
July 11, 2025
Macroeconomic Headwinds Through 2025–2026 B2B leaders are confronting an economic environment in 2025–2026 that is notably less favorable than recent years. Global growth is expected to […]
July 3, 2025
June 17, 2025
Agile sales compensation plans, capable of adapting to macroeconomic shifts, enable organizations to quickly respond to a shifting market landscape without requiring complete rewrites or significant […]
June 13, 2025
A well-designed incentive plan is just a blueprint. Change management is what turns it into reality. You’ve designed the plan. It’s strategic, data-driven, and perfectly aligned […]