Melissa Ramirez on Why Shadow Accounting Means Reps Don't Trust You

Melissa Ramirez is the Director of Commission Operations at Cox Communications, where she leads a team supporting 3,000+ sales employees with 99.9% first-pay accuracy. On this episode of the Go To Masters Show, she shares insights from over a decade in comp strategy, technology, and business operations—delivering daily commission statements with mobile access to eliminate shadow accounting and build seller trust.Why shadow accounting happens when reps don't trust the system—daily transparency eliminates mysteriesThe three-legged stool: people (aligned teams), process (documented intake), and systems (data + internal auditor)How treating comp as strategic versus back-office gets you a seat at the table through storytelling with dataConnect with Melissa: LinkedInFollow us: Linkedin | X