178 (Lead): Incentivizing Your Team to Dominate Q4 (Doug Landis @ Emergence Capital)

Mark Kosglow's Course

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Re-evaluate your Q4 incentives. Lots of sales reps aren’t making money now. Throw in SPIFs and kickers that squeeze the juice out of ICP deals or even a $500 referral SPIF for customers.
• Build your 2024 model for efficiency instead of growth. Sell your CEO, board, or finance team on healthy attainment to keep your best reps fed. They will carry you through a downturn.
• Consider running hot. Your top sellers will over-perform and make up for a gap in capacity you might have with a bloated team.
• Get everyone on the same page on healthy growth. No one wants a horrible CAC payback, a burning sales team, or a team that can’t keep their top reps.

PATH TO PRESIDENT’S CLUB

• Growth Partner @ Emergence Capital
• Mentor &Advisor @ Sales Assembly
• Mentor & Advisor @ Forum Ventures
• Mentor @ GrowthX Academy

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