Two Issues to Sort Out Before You Expand
Getting a handle on revenue projection and sales force compensation will help you see where you're going
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To manage the expansion of your business, you need to know how to project future revenue as well as structure sales force compensation. While these tasks can be delegated, I strongly recommend you take the time to understand the mechanics behind each. Whether your goal is to boost the confidence of financiers or to simply communicate your ambitions and policies to your team, your business will benefit.
Let's start with revenue projections. I'll answer a question I've been asked repeatedly over the past few months, then tackle another later in this column.