In this presentation, the speaker critiques the common practice of rewarding salespeople solely on sales volume and proposes a comprehensive incentive structure that aligns individual performance with broader company goals. To qualify for bonuses, sales reps must meet a $180,000 net volume target and fulfill additional behavioral and compliance criteria: generate 5‑6 Google reviews per month, maintain RILA compliance, complete three retraining credits each quarter, and avoid having deals on production hold count toward bonuses. Lead distribution is also tied to each rep’s closing percentage. The speaker emphasizes that these requirements are straightforward but require proactive effort, arguing that focusing only on sales volume undermines long‑term company health.
Chapters
You have to incentivize your sales force. But so many people just incentivize the sales force based on sales performance and nothing else. All of us need more Google reviews, so we made it very simple. Hey, listen, salesmen, you, you are a salaried employee. We expect you to do the following things in order to qualify for bonus. In addition to getting it to $180,000 in net volume a period, You can say, listen, it's $180,000, but I need X amount of Google reviews. I don't know how many of you use RILA or are familiar with RILA, but you have to be RILA compliant. You have to, you have to participate in retraining. So we have a retraining program where all of our salespeople are required to have 3 credits a quarter of retraining. I don't care how good you are, you still have to be in retraining. 'Cause I can always make you better. There cannot be any deals and sales on production hold. Again, a salesman is famous for going out and selling a job, and because we pay them upfront, they get paid, and then effectively they have no incentive to resolve the issue from the customer's perspective 'cause they've already been paid. And then what happens is the customer thinks they sold the job, or bought the job on July 21st, and if it's on production hold for a month, the customer's holding back on July 21st, and you guys can't process the deal because something's wrong with the contract. So we remove the production holds from the bonus performance. And then lead distribution, which again we're going to get back to, is based on closing percentage. So in order to qualify for bonus at my company, you have to do this. It's not really that hard to reach 5 or 6 Google reviews a month. But if you don't ask, you're never going to get. It's not hard to be RILA compliant. It's not hard to, to participate in retraining. You got to ask, you got to want, you got to expect. And at the end of the day, if your expectation is just sell, that's great, they'll sell. But long term, that's really not helping you as a company.
