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“Most Sales Reps Are Coin-Operated”: A Guide To Building Better Comp Plans

Run the Numbers

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The Art of Clear Communication in Sales Management

This chapter emphasizes the critical role of clear communication in business, particularly in understanding complex financial concepts related to sales. It explores the transition from sales representative to sales leader, highlighting the need for a shift in mindset and the challenges faced by first-time managers. Additionally, it critiques the intricacies of sales compensation plans, advocating for fair structures that recognize individual success while fostering collaboration among teams.

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