Making an ROI on Your Salespeople (Chapter 2)

Most businesses don’t actually know if their sales team is profitable.

In this episode, Jason breaks down how to turn sales hiring and performance into a measurable ROI engine, so you can stop guessing and start making confident, high-impact decisions.

What you’ll walk away with:

• Clarity on the true cost of a bad hire
  Understand how a wrong sales hire can cost $100K–$200K+ within 6–12 months—and how to avoid it.
• A framework to calculate ROI on every salesperson
  Learn how to apply 3x–5x return benchmarks and reverse-engineer compensation to drive profit, not just revenue.
• How to design incentive plans that actually drive performance
  Build clear, motivating structures that reward the right behaviours—new business, margin, and growth.
• A more effective way to hire (beyond gut feel)
  Replace instinct with data and assessment so you don’t hire based on experience alone and repeat costly mistakes.
• How to fix underperformance before replacing people
  Identify whether the issue is the person, the role, or the system—and take the right action.
• What high-performing sales teams do differently
  Clear role definitions, aligned targets, structured onboarding, and consistent coaching.

The bottom line:
Sales success isn’t about hiring more people, it’s about building a system where every salesperson earns their right to deliver a return.

CTA:
If you’re unsure whether your sales team is delivering ROI, or want a clear framework to improve it, connect with Jason or explore the Sales Trajectory approach.