I had a conversation the other day with a gentleman who is on the executive team at a manufacturing company with five production facilities that all support 4 major customers. He joined the team a few years ago, and was shocked to find out they have had one sales guy who has pulled down commission checks in the tens of thousands per month for the past 10 years, all from those same 4 customers.
Something's horribly wrong with this picture. I asked him a handful of questions after learning this, and I thought I would share parts of our conversation with those of you in the manufacturing space to see how many of these you're wrestling with yourself.