'Shark Tank' Entrepreneur: 20 Secrets To Surviving Vicious IT Waters

Pay Your Salespeople More Than The CEO

I prefer to pay salespeople more than the CEO because they are more important. Without sales, you have nothing. Frankly, sales knows more about the business than anybody else. They see the problems first. I think sales is absolutely the front line of any technology company. My attitude is, when I go to invest I talk to the salespeople first. I want to hear from them first. I want to know what is working and what isn't. I also think they should be comped more. They are more valuable than the CEO or the CFO. And I think usually the CFO and CEO have more equity -- long-term stakes, but the comp, the acutual salary, the highest-paid people should be sales.


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