Planning cycles are accelerating, AI adoption is rising, and targets are shifting—but execution systems aren’t keeping pace. 

• 71% of salespeople start the year without a quota
• 77% have experienced compensation errors
• 90% face major obstacles hitting targets

The result? Sales teams are carrying performance on effort alone, propping up systems that are straining under pressure. 

In the State of Sales Report 2026: The Confidence Gap, CaptivateIQ surveyed 500 sales professionals across industries and discovered a growing disconnect between belief and infrastructure. This report breaks down where revenue operations are falling short and how misguided optimism may be holding your business back. 

Download the full report to explore the data, uncover the hidden costs of operational friction, and learn how modern RevOps teams can close the gap between planning, pay, and performance.

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