This Week - Sales Consultants | When to bring in the big guns?
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Maximize Revenue Through a Comp Plan
I don't believe that you can drive revenue through a comp plan well because yeah what you're doing is you're going out there with a stick. I think in saying hey you need to do this in order to get this so now we're gonna go ahead and manage based on that it's rarely right. You grow faster and better inside the organization by understanding why is the customer buyingWhat friction is being created inside the operating environment that prevents them from buying What assumptions are we making in the way that we're interacting with customers? That is less about comp plan it's more about strategy and tactics and design and approach.
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