Two Tall Guys Talking Sales – From Comp Plans to Territory Alignment: Sales Strategies Every Leader Needs for Revenue Generation – Episode 153
As the year draws to a close, sales leaders and business owners face a critical challenge: preparing for growth in the year ahead. In this episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O’Shaughnessey dive deep into sales management strategies that set the stage for long-term sales success. From refining compensation plans and aligning territories to planning product lifecycles and avoiding the dreaded “hockey stick” growth trap, this conversation is packed with insights on business acumen, value selling, and revenue generation strategies that every sales leader should master.
Key Topics Discussed
- 01:00 – Planning Beyond This Year: Why sales leaders need to start preparing now for next year’s revenue generation and sales processes.
- 02:11 – Building Smarter Compensation Plans: Evaluating and refining comp structures to drive sales success and attract top talent.
- 03:13 – Product Lifecycle & AI Readiness: How shifts in markets and technology demand updates to your offerings and messaging.
- 05:00 – Departmental Alignment for Growth: Understanding how revenue management and sales growth affect every department in your business.
- 07:12 – Right People, Right Roles: Assessing whether your sales team is positioned for success in the next stage of your growth plan.
- 11:20 – Avoiding the “Hockey Stick” Trap: Why spreading growth evenly across years is a better long-term sales strategy.
Key Quotes
- Sean O’Shaughnessey (01:07): “If I asked you to write out your three-year plan, next year already knocks off the first year. Are you one-third of the way there, or do you need to rethink your path?”
- Kevin Lawson (02:33): “Be planning ahead. Compensation plans aren’t a set-and-forget item—you need to revisit them every year to make sure they’re delivering the right results.”
- Sean O’Shaughnessey (07:59): “Do I have the right people in the right place in my sales organization for next year? Not every salesperson has to leave, but maybe their role needs to evolve.”
- Kevin Lawson (11:38): “You don’t want that third year of your plan to be a hockey stick. Don’t put yourself in a position where you suddenly need 40% growth in one year to hit your goals.”
Additional Resources
- B2B Sales Lab: A peer community for sales leaders and professionals to sharpen strategies, exchange best practices, and get actionable feedback.
- EOS Framework: For leaders who want to align messaging, sales strategies, and revenue management with long-term goals.
A Significant Actionable Item from this Podcast
Review and finalize your sales compensation plans by December 1st. This gives your team enough time to digest changes, ask questions, and align their sales strategies before the new year begins. Waiting until January leaves your salespeople unprepared, which can delay revenue generation and momentum.
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