Is Sales Compensation Aligned with Strategy and Driving the Desired Behavior and Results?

By popular demand, Greg Stanley returns for Episode 88.


Greg was recently featured in Episode 85 where he and Mike
covered a variety of topics but barely scratched the surface on
compensation plans. The feedback was so positive from that
conversation with many listeners specifically requesting a full
episode dedicated solely to sales comp, Mike got him back on the
show as quickly as possible.


While Mike has been quite outspoken (in Chapter 10 in Sales
Management. Simplified. and Episode 54) about his three big pet
peeves regarding sales compensation (1. Plans that are too
flat.  2. “Commission Annuities.” 3. Not
rewarding New Sales), Greg Stanley
is a true sales compensation wizard!


Take a listen as Greg shares his approach and several practical,
powerful tips to get your compensation plan driving the desired
sales behaviors and results.ok at a salesperson’s  “revenue
contribution” rather than simply looking at “revenue
attribution.” 
RESOURCES MENTIONED IN THIS EPISODE:

Accelerant Consultants


Greg on LinkedIn


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This episode is sponsored by Pursuit Sales
Solutions. If you are looking for help adding A-player
talent to your team, contact Mike’s friends
at pursuitsalessolutions.com/weinberg