The new rankings are shocking...not What a joke. Tough break AT. And it's just a matter of time until JP moves into the top 10. I should go work on my pipeline 
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Sounds like someone can’t sellThe new rankings are shocking...not What a joke. Tough break AT. And it's just a matter of time until JP moves into the top 10. I should go work on my pipeline
Good one. The rankings have next to nothing to do with selling.
Mike prioritizes volume above all else—his bonus is tied directly to it. Revenue is a distant second. Even as the company heads toward bankruptcy, he believes loyalty can be secured with a trip. His decisions often favor personal relationships over sound strategy.
You couldn’t be more wrong about him favoring volume over revenue. The board and the rest of the C-suite is another story. Refi locked up this week, so bankruptcy ain’t happenin’ any time soon.
You couldn’t be more wrong about Mike. The ASM and NSM are compensated entirely based on volume, while the reps are paid solely on revenue.
If revenue truly mattered to Mike—which it clearly doesn’t—the managers’ compensation would reflect that. Instead, they’re only incentivized to chase high-volume accounts regardless of profitability, which is why they prioritize mental health facilities that are cash-pay or high volume low-reimbursement Medicaid offices.
This setup is ideal for Mike—because managers aren’t paid on revenue, they have no reason to challenge or question him about our commissions. Since reps are the only ones accountable for revenue, any underperformance can be blamed on them, not on the strategy or leadership.
That’s the perfect catch-22:
Managers don’t care about revenue because it doesn’t affect their paycheck.
Managers don’t care about revenue because no one holds them accountable for it.
Reps are left carrying the burden of revenue, without support from leadership whose incentives are completely misaligned.