Insights

Commission Plans That Drive the Right Behavior

Reps do what they're paid to do. If your commission plan rewards the wrong things, your sales results will follow it there.

How to Onboard a New Sales Rep in a Remote Terr...

A new rep in a remote territory works alone from day one. Here's why onboarding them takes more than a product sheet and a phone list.

Managing the Strain of Growth on a Small Team

Growth puts real pressure on small teams. Here's how rural businesses can recognize the strain early and keep good people from burning out as the company expands.

Signs Your Operations Can't Keep Up With Sales

Strong sales can expose weak operations. Here are the signs a rural business has outgrown its systems and why it matters before growth turns into problems.

The Role of Referrals in Rural Sales

Referrals drive a large share of business in rural markets, but most companies leave them to chance. Here's why that matters and what a more intentional approach looks like.

How to Measure Whether Your Marketing Is Working

Many rural businesses spend on marketing without a clear way to tell what's paying off. Here's how to think about measuring marketing in terms that connect to real sales.