If I haven’t learned anything else about managing sales, I’ve learned this: If you want people to help develop business, they have to have skin in the game. We’ve made mistakes along the way with how we’ve paid people for...
. Setting goals that are common company-wide, we don’t have them. The goals we make seem loose. They don’t get transferred to the entire team. And we don’t take them seriously. There are no consequences to not meeting our goals....
"We have a lot of people who stop short of taking the reins and running with improvements. They're all deferring to me and I just want them to take action. What can I do?" Building an organization that functions...