Short thought pieces, written with a coffee in hand, that cover practical business advice based on my experience.
Insights from convos with experts, friends, 18 years working in both Accenture and Meta, lots of reading, and things I have tried.
Coffee Thoughts 01: Operating Models
Coffee Thoughts 02: Target Operating Models and Where to Start
Coffee Thoughts 03: Elements of an Operating Model
Coffee Thoughts 04: Sales Territories
Coffee Thoughts 05: Comp Eligibility
Coffee Thoughts 06: Comp & Quotas
Coffee Thoughts 07: When Quotas Go Bad
Coffee Thoughts 08: Comp Plan Health
Coffee Thoughts 09: Overassign
Coffee Thoughts 10: Sales Job Levelling
Coffee Thoughts 11: Seller Performance Evaluation
Coffee Thoughts 12: Sales Comp Spend Optimisation
Coffee Thoughts 13: Process Excellence Framework
Coffee Thoughts 14: Inside Sales Setup Success
Coffee Thoughts 15: Deciding on a Sales Hub
Coffee Thoughts 16: Quota Setting Framework
Coffee Thoughts 17: Pay Periods
Coffee Thoughts 18: Complexity of Selling Platform Solutions to Enterprise Customers