Sales Compensation Structure
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Brad Jacobs' approach to building high-performing sales teams focuses on aggressive compensation structures and specific personality types.
Sales Team Compensation Structure
- Low base salary ($25,000-$35,000)
- High upside through incentive programs
- Top performers can make "many times" their base salary
- Target: $1M book of business after first year
Hiring Profile
- Must be highly motivated ("psycho")
- Personality requirements:
- High score on "need to win" scale
- Low score on "need to be liked" scale
- Must be comfortable with high-volume outreach
- Expected to make 99 calls per day
- Goal of closing 1-2 deals from those calls
Training Approach
- Company funds initial training period (few months)
- Focus on developing winners who can build significant business
- System designed to identify and retain top performers
- Integration into company systems is critical for success
Results
- Winners can build $1M+ book after ~1 year
- System becomes "really powerful" once right people are integrated
- High-volume, metrics-driven approach
- Focus on systematic, repeatable process
This framework has been successfully implemented across multiple industries and acquisitions, proving to be a reliable model for scaling sales operations.
Sam Parr
Host of MFM and fitness influencer
Sam Parr is a serial entrepreneur and business media pioneer.
In 2016, he founded The Hustle, a business news media company that started in his kitchen with just $12 and grew to eight figures in revenue.
Sam led the charge in making newsletters popular when few believed in their potential.
After four successful years, he sold The Hustle to HubSpot, a publicly traded company. Now operating as HubSpot Media, The Hustle reaches 3 million readers daily, employs a team of nearly 100, and has been the launchpad for dozens of its staff to found their own media companies and newsletters.
Sam remains the host of the popular business podcast, My First Million, and continues to start and sell companies. He also co-founded Hampton, a highly vetted community for entrepreneurs, founders, and CEOs, and teaches people to write better through his platform, Copy That.