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The 1/3 Problem: Why Your Reps Aren't Selling
Amy Osmond Cook
May 26, 2026
The 1/3 Problem: Why Your Reps Aren't Selling
In Today's Email:
Fullcast Pay is here!
The 2026 Benchmarks Report
The Top Sales Stories of the Week
Tip of the week
And more!
Fullcast Pay Release
We are excited to announce the expansion of Fullcast Pay, our intelligent commissions command center designed to close the loop between your GTM plan and your payouts.
By integrating your commissions with your existing Fullcast territory and roster data, you ensure that when your strategy changes, your payments follow suit instantly—no manual updates required.
This year’s benchmark is our most comprehensive yet. It’s built with data from $78 billion in pipeline value, 361,000 opportunities, and 2,500 revenue reps.
Click here to get the comprehensive report today!
P.S. we also included LinkedIn-optimized graphics in the same link above, so you can share key findings with your network.
The Top Sales Stories This Week
Most revenue teams bought the AI hype in 2025. Now they have to figure out how to operationalize those tools to actually hit their numbers.
The rest disappears into administrative tasks, content searches, and manual personalization. The new generation of AI-powered sales enablement content tools are rewriting this story. These platforms automate creation, personalize assets at scale, and drive sales and marketing alignment across every touchpoint in the buyer journey. Here’s how.
SaaS ramp times have ballooned to nearly half a year in 2026. Disconnected quota plans cause high-potential reps to burn out and quit. Building a data-driven ramp quota framework accelerates productivity and protects your massive recruiting investments.
Sales Tip of the Week: Operationalize your reclaimed hours
Your reps just got nearly 5 hours back this week thanks to AI automation. If you do not tell them exactly how to use that time, they will waste it. Direct your team to focus those hours on multi-threading complex accounts and validating insights for skeptical decision-makers.
Why it matters: Reclaiming time is a simple cost-saving metric. Reinvesting that time into strategic account development is how you drive sustainable revenue growth. If your plan looks great but no one follows it, you are just admiring the problem.
Dr. Jeremy Weisz: He Knew The Voice Message Was Fake in 3 Seconds. Here's How.
In this episode of the Go-To-Market Podcast, host Amy Osmond Cook, CMO and co-founder of Fullcast, sits down with Dr. Jeremy Weisz, co-founder of Rise25 and host of the Inspired Insider podcast, to dig into a question every revenue leader needs to answer right now: In a world flooded with AI-generated content, how do you build the kind of trust that actually closes deals?
Jeremy has been building relationships through podcasting since 2007 — long before it was a mainstream marketing strategy — and he's turned that obsession into Rise25, a done-for-you B2B podcast agency that helps companies connect with their Dream 200 clients, referral partners, and strategic alliances.
His fra
mework is a systematic, relationship-first revenue engine, and in this conversation, he shares exactly how it works.
The Sales Strategy Map
The industry’s top summits for optimizing territory planning, sharpening forecasting, and hitting targets.
Sales Enablement Summit - Stop fighting to prove your worth, turn sales enablement into a revenue engine leadership actually protects.
Date: June 3–4, 2026
Location: Atlanta, GA
Salesforce Connections - Two full days of 280+ sessions, hands-on trainings, product innovations, and real customer use cases.
Date: June 3-4, 2026
Location: Chicago, IL
Did you hear? Fullcast published a book!
The RevOps Advantage reveals how the best revenue teams operate like world-class pit crews—driving alignment, executing seamless handoffs, and making every move data-driven.
Co-authors Ryan Westwood, Dr. Amy Osmond Cook, and Bala Balabaskaran break down why nearly half of RevOps leaders are investing in AI for sharper insights, and how you can use automation to deliver the accelerated growth your board needs.
 | Amy Osmond Cook, PhD Cofounder and CMO at Fullcast
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