Coin Operated — Ebook (EPUB)

The pay plan always tells the truth.

People are coin operated. They do what the plan pays for—so whatever the strategy says, the pay plan is the strategy they run. Most companies pay salespeople on revenue and leaders on a scorecard, then wonder why EBITDA doesn’t move.

Coin Operated gives CEOs, owners and operating partners a practical way to build the team the strategy needs and to pay every seat, from inside sales to the key team, on the number the owner values the company on. Bill Canady brings 80/20 thinking to the team and its pay, from the first audit of every plan to the board’s pay page.

Learn to:

• Audit every plan and every exception before you change one.
• Tie every leader’s pay to the owner’s number and one lever of the bridge.
• Pay salespeople on the gross margin they control, at a rate that costs nothing new.
• Lock the key team to a steep curve with a cash gate, and give real equity to the few who will deliver the gain.

Follow Halvorsen Caster & Wheel, 540 people, from seven plans and 61 exceptions to eight one-page plans, and from $18.5 million of EBITDA to the Board’s $28 million in a thousand days.

Digital ebook (EPUB). After checkout, BookFunnel emails your download link and reading-device instructions. No physical book is shipped. The companion Field Guide is sold separately.