To All the Founders Who Can't Find Hungry Reps — It's Probably Your Fault

Operator Note

To all the founders who "can't find hungry reps". It's probably your fault. Check it out. Had a call with a founder yesterday. They're frustrated their current closer won't reach out to leads unless they're already booked on his calendar. They want a fullstack closers who'll "dial for dollars". Cool, nothing wrong with that. I like end-to-end work myself. So I asked: "How do you pay them differently for leads they hunt vs leads that land on their calendar?" Crickets. "We don't." And ladies and gentlemen....theeerrrreeee it is. 10% commission whether they sit and wait for inbounds or grind through 100 dials to self-set. Same pay for RADICALLY different amounts of work. Listen. You can't say "we need hungry reps" and then pay them the same whether they're hungry or not. That's not a talent problem. That's a COMP structure problem. If there's no financial incentive to do more work, they're going to take the path of least resistance every single time. And they should. Why would they grind