The podcast features a conversation between Kevin Lawson and Sean O'Shaughnessey, who discuss commission structures in sales. They examine how commission structures incentivize certain behaviors and when to pay incentives.
They use examples from different industries, such as construction and software, to illustrate how commission structures can vary based on the nature of the sale. They also explore the benefits and drawbacks of paying incentives monthly or quarterly and how more extended contracts can help lock in customers.
Throughout the conversation, they emphasize the importance of creating a commission structure that aligns with company goals and incentivizes the desired behaviors from sales teams.
Overall, the podcast episode offers valuable insights into the world of sales compensation plans and provides practical tips for companies and sales teams looking to create effective and fair strategies that drive results.
You can reach out to Kevin at Lighthouse Sales Advisors & Sales Xceleration - kevin@lighthousesalesadvisors.com - https://www.linkedin.com/in/kwlawson/
You can reach out to Sean at New Sales Expert, LLC & Sales Xceleration - Sean@NewSales.Expert - https://www.linkedin.com/in/soshaughnessey/
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Two Tall Guys Talking Sales started out as a LinkedIn Live event. This episode is reproduced here so that our followers can follow from the beginning. We also think there is valuable content for salespeople and small company owners to learn from.
You can find this original episode on LinkedIn at https://www.linkedin.com/events/6987145798669017088/comments/ or listen to this audio-only version on your favorite podcast player.
