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Thanks for sharing! How do you incentivize sales to focus on deals that churn less instead of deals that close fast?
by baxtr 2y ago
Thanks for sharing!
How do you incentivize sales to focus on deals that churn less instead of deals that close fast?
- ghiculescu 2y agoDon’t let people sell shit deals.
- baxtr 2y agoYes sure, but how? This is not a trick question btw. Genuinely curious.
- ghiculescu 2y agoSure, it’s a great question. This is the role of sales managers. They should be ensuring that known bad deals don’t happen. Mostly by auditing every deal. Usually it’s pretty quick and easy to tell if a deal is good or bad if you are trying to be objective. If a salesperson won’t accept this rule - fire them.
- baxtr 2y agoThanks. Sounds like the right thing to do! I heard from some CEOs that they vest sales bonuses over a 2-3 year period to incentive longer contracts. But that of course makes the whole incentive scheme more complicated!