In this episode, Sean Luitjens, KC Weinraub, and Paul Reiman dive into the intricate world of sales compensation — where every decision creates a ripple effect. Together, they unpack why even the best-intentioned changes can lead to unexpected challenges and explore the real-world hurdles consultants face when guiding organizations through change. Through candid insights and practical examples, they reveal why understanding the “why” behind past decisions is essential to building smarter, more sustainable strategies for the future.

00:00 Introduction and Background

03:00 Sales Compensation Challenges

06:00 Building Trust and Collaboration

09:00 Role of Technology in Sales

12:00 Personal Anecdotes and Insights

15:00 Consistency and Business Strategy

18:00 Experimentation and Piloting