We sat down with Rachel Parrinello, principal at Alexander Group, a GTM consulting firm. Rachel joined the firm in 1999 and has spent decades helping organizations navigate shifts in sales compensation, revenue strategy, and GTM planning.
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ICM maturity isn’t about reaching a perfect end state or adopting complexity for its own sake. It’s about evolving your people, processes, and systems as business expectations increase. Each stage brings new opportunities, but also new pressure to operate with more accuracy, agility, and control.
Dear Calcy: Our Reps Don’t Trust Their Commission Numbers
Our reps don’t believe their commission numbers. If they don’t trust the numbers, they’ll check them. But now we’ve got reps spending selling time playing auditor, and trust in comp is not great. How do we fix this before it becomes the culture?
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