What Happens When You Set Quotas Without Capacity Data?
In this article: If leaders don’t understand how many accounts a rep can manage, how much pipeline they can realistically generate, or how much selling time they actually have, quota setting becomes an exercise in wishful thinking. When quotas significantly...
Uncapped Commissions on High-Growth Tech Teams
The Impact of Uncapped Commissions on High-Growth Tech Teams By Dylan Berger, on behalf of The Alexander Group While striving for SaaS market dominance, your compensation plans might encourage your best salespeople to stop selling. Legacy commission caps act as...
Your Reps Are Doing Two Jobs: One Is Commission Auditing
Here’s something that rarely makes it into a sales team meeting: your highest performers may be spending hours every month doing work that should never fall to them. Not prospecting. Not demos. Not pipeline reviews. Instead, they are auditing their own...
