Liz Heiman and the Sales SOS crew tackle what most sales leaders get wrong about compensation: jumping straight to incentive plans when performance lags. Before comp can work, you need to remove the friction preventing your team from selling, hire for the right skills, and build trust and coaching into your culture. This episode sets the foundation for their compensation series by addressing leadership gaps, toxic management, and the real costs of turnover. It's about creating a selling machine instead of throwing money at a sales prevention department.