The problem with SPIFs Source: https://bravado.co/war-room/posts/hot-take-spiffs-are-a-terrible-idea Here’s a question for y’all – what do you think of SPIFs? Here’s my take: SPIFs can be great, but only if they’re done intentionally. Unfortunately though, lots of SPIFs are done in a way that feels more like putting a bandaid on a broken arm rather than having…

If you ask some sales managers who’s to blame for hiring missteps, some might point the finger at the market, talent acquisition, or other things outside of a manager’s control. But more often than not, the biggest things getting in the way of great sales hiring are these four things: 1. Ill-thought-out interview processes The…

We’re not very good, are we? Did you know that basically all sales managers – specifically 91% of sales managers – see hiring as one of their top 5 priorities? Not a surprising stat since sales managers are literally hiring all 👏the 👏time! But what’s fascinating – aka highly problematic – is how only 75%…

✅ What’s IN ✅ #1 – Taking your time There’s a reason people say to hire slow.  It makes sure you’re not filling a role just for the sake of filling a role.  AND, it helps you avoid hiring non-committal people who are just looking for a way to pay their bills.  I’m trying my…

Nothing changes if you don’t This past week, I got invited to a hangout session with some new friends where we went around and answered a question posed by the host. This week’s question: What are you going to do differently in 2024? I got to thinking about what this means for me at work…