What is Commission Management?

Executive Summary

our reps aren’t struggling because they can’t sell. They’re struggling because your systems won’t let them. CaptivateIQ surveyed 500 sales people across software, manufacturing, financial services, automotive, and tech. A concerning pattern emerged.

Late quotas. Wrong paychecks. Targets that shift without explanation.

Top performers are pushing through friction rather than being supported by the system around them. That isn’t momentum. It’s strain.

Whats inside?

This report examines where revenue systems are breaking down and why RevOps is the only function positioned to restore execution.

Confidence is Rising Faster than Capability

Sales teams are optimistic, but execution systems are struggling to keep up—creating gaps in quotas, compensation, and performance.

69%

of salespeople believe their organization is prepared for future market changes.

90%

of respondents faced obstacles hitting targets, from economic shifts to internal changes.

10%

Only 10% report having a clear path to hitting their quota.

Unlock the Full Guide

See detailed examples across capacity, quotas, territories, and incentives, plus the full agile planning framework.

Forces Shaping Sales Execution

Structural pressures affecting revenue teams—and what RevOps leaders must address them to restore clarity and execution.

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The SqueezeDeals take longer, approvals multiply, and buyers hesitate—tightening the margin for error.
The Signal ProblemWhen quotas are late and goals unclear, activity rises but focus disappears.
The Trust TaxCompensation errors force reps to verify pay instead of focusing on selling.
The Clarity EquationSales teams handle change well, as long as expectations and rewards stay clear.