We’ve been surprised by the recent uptick in revenue leaders whose motivation for leaving their current role is that they are owed significant commissions! Either the company changed mid-stream how variable comp was calculated, or instituted a cap after a deal was won.

While we know from history that this stuff happens, it never stops surprising us.

For sales and revenue executives that might be experiencing this - one of our favorite partners always says, “when people show you who they are believe them.” Maybe you can have a one-strike / fool-me-once policy, but please please protect yourself. To give you comfort, the market is active and there are sales roles everywhere for high-performers. If that’s you, you will not be on the market for long.

For the companies that are doing this: trust us when we say that awesome revenue leaders do not grow on trees. The ones who are “crushing it” (a professional sales term) are not leaving their jobs. If they are, they are leaving for better comp, better leadership, more responsibility, or better product. You have control over all of these things. The erosion of trust is contagious and people have choice. There’s an age-old mental struggle of having a sales person be the highest paid person in the company. Just remember, if they are making money, your company is making money and building equity value. If you do need to change compensation structure, this is a conversation you should approach with sensitivity and care, and be able to demonstrate a clear reason why and how it will even out in the future.

Thank you for coming to our Ted Talk.

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• Marjorie Morrison rejoins Psych Hub, a mental health platform, as Chief Executive Officer (Source)
• Jeffrey Diamond joins Aptarro, a revenue cycle management company, as Chief Executive Officer (Source)
• Carl T. Bertram joins ClearScript, a pharmacy benefit management company, as President (Source)
• Missy Jerome joins ConcertAI, an AI real-world data research solution, as Chief People Officer (Source)
• Puneet Arora joins Luma Health, an operational AI platform, as Chief Growth Officer (Source)
• Donna Reed joins Healthplans.ai, an AI solutions company for healthcare payers, as Chief Growth Officer (Source)
• Peter Antall joins Carda Health, an at-home virtual pulmonary and cardiac care company, as Chief Medical Officer (Source)

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• Centivo, a healthcare affordability company, is hiring a Chief Commercial Officer
• Hippocratic AI, a safety-focused LLM for healthcare, is hiring a Chief Commercial Officer (Medical Devices & Technologies), VP Medical Excellence and Safety, Life Sciences, VP of Patient Services, VP of Customer Success - Payor, and VP of Customer Success Roles
• Wheel, a virtual care company, is hiring a Senior Vice President, Care Delivery
• Spring Health, a mental healthcare company, is hiring a Vice President, Strategic Alliances
• Headway, a mental health company, is hiring a Senior Counsel, Labor and Employment

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