The best motivation for salespeople is seeing other salespeople at the same company making a ton of money.

This proves (x) it can be done — sales it hard, and (y) challenges everyone in the right way, and (z) takes the wind out of excuses.

“The competition is killing us”, “too many feature gaps”, “it’s the product, not us”, “the leads are terrible”, etc. complaints you see from mediocre-performing sales teams fade away when they see 1–2 folks closing tons of deals and makings tons of money.

Pay your top 1–2 reps well. Don’t cap them. Instead, give them accelerators.

They will inspire the rest to do great things.

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