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Mar 25, 2024

Bill and Bryan are joined by Taylor Wilding, VP of Sales at Xactly, to discuss key principles around effective sales compensation plan design.

Taylor shares insights on motivating the right behaviors, balancing corporate goals with individual incentives, the importance of pipeline accuracy, and how reps can take...


Mar 18, 2024

In this thought-provoking episode, Bryan and Bill explore the concept of accountability in sales. They challenge the traditional notion of leaders holding sales teams accountable, arguing that true accountability stems from within.

Through insightful discussions and real-life examples, they provide a practical framework...


Mar 11, 2024

Accurate sales forecasting is a consistent struggle for many organizations. In this episode, Bill and Bryan dive deep into the root causes behind this prevalent issue.

They explore how leadership's pressure for inflated pipelines can lead to inaccurate forecasts, as well as the inherent unpredictability of human nature...


Mar 4, 2024

In this episode, Bill and Bryan discuss best practices for motivating sales teams through compensation.

The guys explain why overly complex commission structures often backfire by eroding trust between sales reps and management. They share real world examples of commission plans gone wrong, and advise simplifying...