Why Paying Salespeople More Makes Security Companies More Profitable

Paying your sales team more sounds risky, until you realize it can actually make your business more profitable.In this episode of Entry & Exit, Stephen Olmon and Collin Trimble break down the compensation strategies that attract top-performing salespeople, drive better results, and help security companies scale. They discuss why most operators underpay their sales teams, the dangers of commission caps, how to structure base salary vs. variable compensation, and why trust and transparency are critical to retaining great reps.They also share lessons from building Alarm Masters' sales organization, including how they handle quotas, clawbacks, commission timing, and incentive structures that keep salespeople motivated without creating desperation.In this episode: → Why paying salespeople more can increase profitability → The ideal base salary vs. commission split → Why commission caps destroy motivation and growth → Common compensation mistakes security operators make → How to structure quotas, accelerators, and clawbacks → Why salespeople need a clear path to wealth → Creating compensation plans that scale with your business → The importance of transparency and predictable commission payoutsConnect: Stephen Olmon — https://x.com/stephenolmon Collin Trimble — https://x.com/TXAlarmGuyOwned and Operated New Episodes Every Wednesday!Subscribe For More