Business
Sales Commissions Should Flow From Banked Revenue, Not Booked Meetings
If your sales team gets paid before the customer pays you, this conversation will make you rethink your entire comp structure.
Sales Compensation
Business
Misaligned Sales Compensation Left a Rep Feeling Like a Failure for Months
If your sales team keeps losing good people, the comp plan may be the real culprit — not the reps. One salesperson's story shows how a structural mismatch can quietly destroy confidence and culture at the same time.
Business
Sales Consultant Mike Weinberg: Managers Who Lead by Email Are Leading Nobody Anywhere
If your sales manager's primary communication is a threatening email about pipeline updates, Weinberg's case is that neither of you is getting what you need from that relationship.