Sales Comp Academy

Sales people don’t quit because of money, but because their picture of success has changed.

What you communicate to your sales teams’ matter. Most employees join companies with high expectations, and look forward to what they can achieve and how they can grow.

As they participate, they begin to see if their initial picture of success is still possible – and if they are going in that direction. There is constant reevaluation in the back of our minds.

With each discussion and assigned task, a picture is formed of their future in that company.

For example, if they see...

📈 Quotas are too high
➡️ They will see it as unachievable and unrealistic goals will not only affect their livelihood, but opportunity for growth will be seen as limited. Future outlook is less bright, because they will have to work harder for every dollar.

⛓️‍💥 Products not up to par
➡️ They will have to sell something that they know will not work well for the potential client, and this will affect how they view themselves. The company's integrity will come into question, especially for the unnecessary stress from potential claw-backs.

👔 Poor leadership & support
➡️ They will see that they have limited resources to help them get to that initial view of success. Once again hindering future possibilities of growth. People are not meant to work in silos..then they will no longer see success as a possibility in the role and will leave – like everyone one us.

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Planning is not easy, but it is worth it. Sometimes we get excited and start building the pieces and assigning tasks to a vision we have in our mind. After building, we realize that the individual pieces don’t fit together, or we are missing something to complete the goal or project. The end result is not what we expect, the project is incomplete or delayed, and we end up wasting precious time…

✍️If you have a vision, plan it out…
- ✅What are the major goals/deliverables: break them down into tasks
- ✅What is in scope/out of scope: many pop-up tasks should not be included mid-project
- ✅Who needs to be involved: not everyone should be included
- ✅Who is the owner for each task: there can be many people in a project, but there needs to be one owner for accountability
- ✅What are the dependencies: identify the areas that need to be completed before the goal is met

Lay it out all out, set deadlines and execute! This will make your life easier – and everyone else involved😊