When compensation plans fail, the issue is rarely the math. Poor manager communication turns smart comp changes into attrition, mistrust, and lost performance.

February is when frustrated sales reps quietly start interviewing. This post explains how neglected development conversations drive early-year attrition and why leaders only see the damage when it’s too late.

Quota misses, high attrition, and long ramp times rarely start with reps. They start with first-line managers who were promoted without a coaching system. This post explains why frontline managers are the highest-risk role in revenue and what sales leaders must fix.