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All Star Sales Teams by Dan Kleinman

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7
Cultivate an Inter-Functional Community: Putting the Company First
I once worked with a fellow who had a bromide for every occasion. It wasn’t unusual to hear about, “Too many cooks spoiling the broth.” My rejoinder in keeping with all his hackneyed phrases was always, “It ain’t necessarily so.” And it isn’t. Designing an effective sales compensation plan is an orchestration (not an omission) of ingredients. A good restaurant has a hotline of well-coordinated cooks working their stations, with each complimenting the final product. Even the broth can benefit from multiple inputs provided two factors are present: (1) everyone knows how their contribution effects the combined result, and (2) someone is ultimately in charge.
Jed, our ever-present ...

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