Over the past 12 months, I have done some deep analysis of the sales pipeline, specifically looking for points of leverage that we can create more success with, as well as looking for any problem points that need to be fixed. Here's what I learned.
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When professionals in virtually every industry think about "compensation" - especially when it comes to structuring compensation plans, rarely is anything but a dollar sign considered. Yet, there's another powerful way to provide commissions to your sales team, and you're likely overlooking it or underestimating its power and value.
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