Palmer Higgins – Removing Sales Roles at Mainely Grass – Ep. 61

This is the second episode of an experiment I did on a new episode format that was shorter, 20-30 minutes, and focused entirely on ideas and challenges operating small companies. The first episode in this experiment was last week’s episode with Jason Hill on adding food to the office and some of these interesting benefits there. 

On this operating focused episode, I talk with Palmer Higgins of Mainely Grass and Chenmark on why he’s getting rid of sales roles and doesn’t operate on a commission structure. We talk about the positive and negative unintended consequences of becoming a more versatile team, the training and adjustment period of shifting roles, and some of Palmer’s thinking on paired metrics and why commissions are a poor metric and incentive to use in their business. If you want to learn more about Palmer and his work, you can listen to our earlier podcast, episode 43, on his move to CEO at Mainely Grass. For now, enjoy our episode on sales roles and incentives.

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