“Make sure you align your comp plan to the strategic objectives of the business, otherwise salespeople will go around it to hit quota.” — Neil Ryland, Peakon 2. Look for continuous improvement Invest in training and learning from what goes right and what goes wrong. “The issue is that people don’t take the time to practice— they just compete. It is the equivalent of a football team or an athlete just turning up to a match or competition without any practice.” — Peter Krauss, CoSelling “Specifically, young, pre-product market fit teams need to get di- rect prospect feedback from those who end up not buying. That’s pure gold when it comes to product development and building your overall go-to-market strategy.” — Jakob Gillmann, Adjust 3. Create a team and strong working environment Build a culture—and give your salespeople ownership of it, so they are accountable to each other. Ensure that you support remote sales staff, particularly as you grow through video conferencing and messaging systems. 36