As the year winds down and football season takes over, Sean O’Shaughnessey and Kevin Lawson remind us that it’s time for sales leaders to focus on the coming year. In this episode of Two Tall Guys Talking Sales, Sean and Kevin dive into actionable strategies for building a strong foundation in FY25, including compensation plan design, strategic projects, and investing in your sales team. Whether you’re a sales leader, business owner, or manager, this episode provides expert advice on how to finish strong and gear up for the year ahead.
Key Topics Discussed:
- The Importance of Sales Compensation Plans (00:01:57): Sean and Kevin highlight the need to deliver next year’s compensation plans by December 1st and the impact of “cliffs” and “escalators” on driving end-of-year sales.
- Prioritizing Strategic Projects for FY25 (00:08:00): From technology investments to adding resources, the hosts explain how to plan for success beyond basic sales goals.
- Incentivizing Sales Success Without Caps (00:04:38): Kevin discusses why capping commissions can limit growth, and how uncapped plans can drive higher performance and retention.
- Skills Building as a Strategic Investment (00:09:22): Sean encourages sales leaders to invest in skill development, particularly for small businesses, to boost overall sales team performance.
- Assessing Your Sales Organization (00:13:51): Sean and Kevin emphasize the value of conducting a sales assessment to identify areas for improvement before the new year begins.
Key Quotes:
- Sean O’Shaughnessey: “The time to write your sales compensation plan is October 15th or November 1st so you can deliver it by December. This year is what we’re being graded on, so we need to finish strong.” (00:03:48)
- Kevin Lawson: “If you’re trying to 3x, 4x, 5x your business, putting a cap on commissions will stall that growth. We need to incentivize success, not limit it.” (00:05:19)
- Sean O’Shaughnessey: “It’s not just about closing deals, it’s about investing in your team’s skills so they can deliver more revenue next year.” (00:10:24)
A Significant Actionable Item from this Podcast:
Deliver your sales compensation plans by December 1st. Incorporate “cliffs” to incentivize end-of-year performance and use “escalators” to reward ongoing success throughout the year. This structure not only pushes deals forward but ensures your team is focused on finishing the year strong and starting the next with momentum.
Summary:
Don’t wait until January to plan your sales strategy! In this episode, Kevin and Sean break down the crucial elements you need to set your team up for success in FY25, from delivering well-timed compensation plans to strategic project planning and skills development. Tune in now for expert advice and practical tips on how to finish this year strong and hit the ground running next year.
