John Kearney

In this session, we will discuss how to build compensation plans for the sales function inside a boutique pro serv firm. We will share how the comp plans need to change as a firm migrates from founder-led sales to a part-time sales force to a mature fully function commercial sales team. Learn how to figure out how much to pay, the proper split between salary and commission, the measures to pay commission on, and the costly mistakes to avoid.