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Catch up on the latest sales compensation trends, tactics, events, and more.

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Sales
Mid-Year Quota Adjustments & Reps Falling Behind

By the time Q2 rolls around, most Finance and Sales leaders know which reps are tracking toward quota…and those lagging behind. Time for quota adjustments? While some underperformance is due...

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Uncategorized
Deferred Commission Accounting: Everything You Need To Know

Deferred commissions are sales incentives paid in advance for revenue earned over time. These incentives are then capitalized and recognized as assets over the entire contract period. This is important...

automating payroll quotapath and rippling
Product and Tools
Automate Sales Compensation from CRM to Payroll

Managing sales compensation manually is a recurring pain point for fast-growing teams.  And leaders are tired of having to do it by hand. “QuotaPath is doing a lot of the...

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Leadership
Building an HR Tech Stack: Guide

Ready to build your first HR technology stack? Start here. HR tech adoption is growing steadily, as evidenced by its 66% increase between 2020 and 2023. With 12.1 million U.S....

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Leadership
Understanding Payroll to Revenue Ratio

Did you know payroll typically accounts for 15-30% of revenue in most industries? But how do you know if you’re overspending? The payroll to revenue ratio measures the proportion of...

revopsaf event
Leadership
RevOpsAF 2025 Recap: RevOps is Growing Up

We just got back from RevOpsAF, RevOps Co-Op’s annual conference down in New Orleans.  And, let me tell you, this community just keeps getting sharper, louder (figuratively and literally, shoutout...

B2B sales tools concept image of stack with logos of popular sales tools brands
Product and Tools
The Best B2B Sales Tools For Your Tech Stack

Effective sales tools play a critical role in enhancing B2B sales processes. According to McKinsey, leading B2B companies increased sales team capacity by 20% with automation. These companies also shaved...

cash protection levers concept black background with lime green rectangles
Leadership
5 Cash Protection Levers: Safeguards for Comp Plans

Sales compensation plans are designed to reward performance, but they can expose your business to unexpected and outsized liabilities without the right safeguards.  A wildly overperforming rep, a misaligned deal,...

pipeline attainment discrepancies
Leadership
Q2 Pipeline and Attainment Discrepancies

Q2 often feels like a slump… even for the strongest sales teams. Let’s set the scene (although hopefully it’s not too triggering).  Your team came out swinging in Q1.  Fueled...

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