“Are you paying your sales teams substantial commissions for revenues that would have happened anyway? Or, are you paying on top-line revenue that is not profitable or isn’t fully aligned with your company’s valuation? If you are, you are creating a huge, long-term problem for yourself as a business owner.”

"Building and leading sales and marketing teams is often not a core competency of entrepreneurs, and developing a sales strategy, understanding the market and equipping team members with the tools for success is essential to not only organizational growth, but long-term viability."