Release your inner Sales Nerd: Become a Comp Plan Hacker

April, 2020 • 5 mins

The highest-paid sales reps aren’t always the most successful.

Why Do Top Sellers Quit? Unfair Comp Plans and Mindless Busy Work

April, 2020 • 5 mins

“Our people are our most important asset.”

Aligning sales commissions for distributed sales teams

Distributed sales teams: Why aligning sales commissions is so important

April, 2020 • 5 mins

Working remotely changes the dynamic of a sales team in so many different ways.

When to change sales compensation plans mid-year

When to change sales compensation plans mid-year

April, 2020 • 4 mins

I’ve written about when (and how) to change sales compensation plans under the best circumstances.

Don't confuse sales culture with environment

Don’t confuse environment for culture

March, 2020 • 4 mins

You walk in for your final round sales interview.


Why sales commission paychecks are so wrong so frequently

March, 2020 • 4 mins

You’ve had a solid quarter.

Up & running in days, not weeks

Use QuotaPath to automate earnings and quota attainment calculations. Integrate your CRM and take the manual work out of tracking commissions.

Sales tools for your tech stack

6 things to consider when building your sales tech stack

March, 2020 • 5 mins

I am a self-proclaimed SaaS tool aficionado.

How to fire a salesperson

From sales hire to sales fire: 5 tips for firing a salesperson

February, 2020 • 4 mins

This is a touchy subject and one that no one likes to talk about.

Hiring salespeople? Look no further for quality talent!

Top qualities to look for in sales candidates

February, 2020 • 5 mins

It calls to question a core tenet of business, but there is a lot of research around whether interviews matter in predicting on-the-job performance.

Five new years resolutions sales leaders

5 New Year’s resolutions for sales leaders

December, 2019 • 4 mins

Even though it’s possible to change or improve your habits at any time, having a new year seems like a perfect time to do so.

New sales compensation plan

When (and how) to roll out a new sales compensation plan

December, 2019 • 3 mins

Changing a sales compensation plan can be a stressful and traumatic event for a sales team.

Should I cap my team's commission?

Should I cap my team’s commission?

November, 2019 • 3 mins

Short answer: Almost always, no. Long answer: Capped commission is a very sensitive and complex subject within sales incentives.


How to set bonus and commission rates for SaaS SDRs

November, 2019 • 4 mins

Now that we’ve set the quota for SDRs, it’s time to talk about how to set their bonus and commission rates.


How to set commission rates for SaaS salespeople

November, 2019 • 3 mins

Now that we’ve set the quota for a salesperson, it’s time to talk about how to set commission rates.

worst compensation plan

The worst sales compensation plan possible

October, 2019 • 6 mins

We’re constantly thinking, talking, and writing about compensation plans (how to build one and which is our favorite for example)… In the ghastly spirit of Halloween, I wanted to write about THE SPOOKIEST COMP PLAN EVER!

SDR Research

Study overview: Bridging the gap to understanding your SDRs

October, 2019 • 5 mins

Sales Development Reps (SDRs) play a key role in many B2B SaaS companies.

How to set a SaaS quota

How to set a SaaS sales quota

October, 2019 • 4 mins

In a previous post, I wrote about my experience setting Sales Development Rep (SDR) quotas while I was running an SDR organization.


How to set a sales quota for SaaS Sales Development Reps

September, 2019 • 6 mins

As Director of Sales Development, I ran a team of 40 Sales Development Representatives (SDRs) for about three years at a Software as a Service (SaaS) company in Austin, Texas.


My favorite sales books

September, 2019 • 3 mins

I hear the question “what’s your favorite sales book?” so often you’d think I would be tired of it, but that couldn’t be further from the truth.

Lessons learned from QuotaPath GA

Lessons learned: Takeaways from QuotaPath’s launch

August, 2019 • 3 mins

It was 11:45 p.m. on July 31st and I was furiously jumping between slack channels as we worked through the final details in preparation for our launch the very next day.

Chat with our team

Learn how QuotaPath can simplify your sales compensation process and automate commissions.

Book a Demo

Sales commission software that empowers your entire team

We’ve got everything you need to run a smooth commission process. Automated and accurate so your reps can focus on what really matters – closing more deals. Try it out today, for free.