Sales and production managers usually get paid for volume, which pushes them to chase numbers. But that's only half the story. The speaker explains why that approach falls short and what actually drives sustainable performance.
What's a good comp plan for my sales manager, my production manager, anybody? How do I build that comp plan out? There's usually two schools of practice when I see comp plans being built. The first is going to be volume-based comp plans. I think that's really easy to wrap your head around. It's really easy for your personnel to wrap their head around. Let's drive volume, let's kill it, let's sell more, let's, let's set more appointments, let's issue more appointments, let's sell more, let's install more, more, more, more, more. Right. And it drives that side of all those sides of the business. The other component, though, that's equally, if not more important,
