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Sales Compensation
I don’t consider myself a sales compensation expert. I’m not embarrassed by that fact, and I obviously don’t hide it. Personally, I think that sales compensation is largely broken and needs a massive overhaul. (Of course, I say the same thing about the sales profession in general, so maybe I just like to overhaul things.)
All that said, my lack of deep expertise here highlights my point about the power of and need for cross-functional collaboration. I have survived and thrived in corporate sales performance improvement leadership roles and as a sales consultant, delivering great results, without being an expert in sales compensation. I know there are others who disagree with me, but I’ve found that sales comp changes drive ...
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