Low Sales Staff Turnover Is Key
When I see a lot of turnover in a company on the sales staff, I know they are underpaying because great salespeople are always found by a competitor. Always. So there is no cheating a salesperson. If you don't pay them what they are worth, they are gone. So the first thing I look at is the turnover of sales in a company. If I see a lot of turnover there, I know they are underpaying sales and the business model isn't correct. That is key. Every time you lose a good salesperson and you lose a territory and have to train a new salesperson, that is a hit to profitability. Frankly, I think it is easier to change a CEO than a great salesperson.