1 Compensation Plan Mistake That Kills EBITDA Growth [Episode 242]

Many sales organizations unknowingly reward behaviors that increase activity while weakening margins. Customer segmentation becomes unclear. Pricing drifts toward competition instead of value. Sales teams become order takers instead of value creators. Compensation plans encourage outcomes that look productive but fail to maximize profit.
Robert Kennedy III shares why storytelling isn’t a marketing exercise. It’s a business mechanism that influences trust, buying behavior, premium pricing, and how customers perceive value long before they make a purchasing decision.

Eric Wiklendt from Speyside Equity spends his time evaluating and improving manufacturing and distribution businesses between $50M and $500M in revenue. His perspective comes from seeing how operations, pricing, customer economics, and compensation influence enterprise value long before most CEOs recognize the connection.