Sales Performance Management Guide: From Plan to Pay
Sales Performance Management often gets treated as a set of disconnected tasks. You set quotas in one system, track performance in another, and calculate commissions in complex spreadsheets. This fragmented workflow creates friction, blocks visibility, and drives...
Sales Performance Benchmarking with Guy Rubin
The performance gap between top-performing sellers and everyone else has widened to a staggering 10x. Despite a flood of new technology and strategies, less than a quarter of sellers consistently hit quota. This isn’t a temporary slump; it’s a systemic...
What Is a Sales Quota? A Guide to Setting Targets for Predictable Growth
Only 47% of sales reps consistently hit their targets. That shortfall signals a breakdown in how organizations set and manage goals. At its core, a sales quota is a time-bound sales target assigned to a rep, team, or region. Yet it’s more than a number. It...
