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Ever feel crushed by your comp plan and quota?

Lisa and Cindy sit down with Michael Williams, a multiple-time President’s Club winner, to break down exactly how to make your incentive plan work for you. From creating a “Dirty Dozen” target list to identifying high-ROI behaviors, Mike shares strategies that turn overwhelming numbers into actionable steps. Learn how to pivot mid-year, leverage networking, and maximize every dollar in your territory.

This episode is packed with practical advice for anyone in medical device sales or any sales role who wants to stop guessing and start hitting their numbers.

Must-Hear Insights and Key Moments

• Breaking Down Comp Plans – Mike explains how to read and understand quotas, bonuses, and incentives without feeling overwhelmed.
• The Dirty Dozen Method – How a targeted list of key accounts can help you hit your numbers consistently.
• High-ROI Behaviors – Identifying which actions give the most return on effort for maximum income.
• Territory Strategy – Tips on evaluating your opportunities and tailoring your approach to each account.
• Networking & Mentorship – How reaching out to peers and mentors fuels ideas, motivation, and success.
• Pivoting Mid-Year – Strategies for adjusting focus when some buckets aren’t hitting their targets.
• Mindset Over Money – Focusing on goals and performance, and letting financial rewards follow naturally.
• Continuous Learning & Inspiration – Using podcasts, peers, and reflection to improve sales performance every day.

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