Tom BurtonCo-Founder, COO and CTO of LeadSmart Technologies

Poor sales performance has this in common #GrowthStrategy

Name: Poor sales performance has this in common #GrowthStrategy
Uploaded: 2025-05-29T18:01:14+00:00
Duration: 40 s
Channel: Tom Burton
Description: A short YouTube discussion (hosted by Tom Burton) focused on sales and M&A, specifically the connection between sales compensation plans and desired…

29 May 2025 · 1 min

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0:40

A short YouTube discussion (hosted by Tom Burton) focused on sales and M&A, specifically the connection between sales compensation plans and desired sales behaviors. Speakers emphasize that misaligned compensation drives unwanted behavior and that compensation plan design — not the sales team — is often the root cause of poor sales performance.

Chapters

So, Tom, let's roll into our sales and M and A segment as we kind of start to wind down a little bit. Good article here from Industrial Distribution about getting compensation. Right. And aligning sales rep behavior with business goals. Any takeaways from either one of you on that? I'm sure, Paul, your team, you know, Joe Solheid and his guys probably wrestle with that every day.
It's important. And it's, it's, you know, aligning those two is, is really, you know, what you're going to get, the behavior that you compensate. So if, if that behavior is not, you know, or what your compensation plan is in line with what you're trying to drive, it's, it's a problem with your compensation program. It's not a comp, it's not a problem with your, your sales team.