In this solo episode, Bradley Hamner continues the Friday sales playbook series with the piece most owners get wrong: how the sales team gets paid. He explains where compensation sits inside an operating system, and why a plan that looks reasonable on a spreadsheet still fails once a rep has to work inside it.

Bradley walks through four guidelines every compensation plan should meet. He covers the sixty-second test and the bar napkin test for simplicity, why the plan has to point directly at the objectives the business is chasing, why the business needs a positive return on the money it invests in a rep, and why the rep has to see a clear path to their own income target. He also addresses the real cost of growth and why growing at all costs breaks bootstrapped businesses.

This episode moves beyond compensation mechanics and into business economics. Can your reps explain how they get paid without help? Does your plan reward the specific results you need this year? And does it still work when you run the numbers from the company's side of the ledger? If you pay a sales team and are not certain the plan is doing its job, this episode is for you.

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Coach P Consulting

Coach P found great success as an insurance agent and agency owner, leading a large and stable team of top-performing professionals. Today, he shares the systems, delegation strategies, and specialization methods he developed along the way. Gain access to weekly training calls and mentoring at:

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Autopilot Recruiting

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Direct Clicks

Direct Clicks specializes in digital marketing solutions designed for business owners who want measurable results. Their team supports companies through paid advertising, SEO, and strategic marketing systems that help generate consistent leads.

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About Above The Business

Above The Business is hosted by Bradley Hamner, founder of BlueprintOS, and focuses on helping small business owners transition from Rainmaker to Architect by building systems, teams, and operations that scale without their constant involvement.