John McMahon · M&A Science · M&A's Sales Diligence Blind Spot: What 5 CRO Tours Taught John McMahon
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holds quarterly all-hands training for the sales force and holds managers accountable between quarters for developing their teams
“Holding income is extremely important when acquiring any development site. If an existing tenant is covering a meaningful portion of your interest and holding costs while you work through planning, you’re under far less pressure to develop the site immediately”
“The board then comes up with a compliance committee ... within 90 days ... to show how they will hold senior management accountable”
“We have a whatever the total percentage of payout is going to be. 30%… If your sales management team was better than your sales team, move a few points over towards the sales managers.”
“The managed accounts, they can get to an outside sales representative, again, by going to the pro desk. And they can ask for the outside sales representative in their respective area”
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