Length6h 29m
About this audiobook
Most middle-market companies run pay plans nobody can fully explain. The salespeople are paid on revenue, the leaders on a scorecard of ten measures, and side letters pile up under both, while the owner values the company on EBITDA. People do what the plan pays for, so whatever the strategy says, the pay plan is the strategy they run.
Coin Operated applies 80/20 thinking to the team and its pay. Read every plan as it actually pays. Put the owner’s number at the top of every leader’s plan and give each lever of the bridge to EBITDA one owner. Build the sales team against the customers worth keeping and pay it on the gross margin it controls. Pay the few seats that move the number at the top of the market, lock the leaders to the number with a cash gate, and give real equity to the people who will deliver the gain.
Audiobook details
GenreBusiness and Economics
Length6 hrs 29 mins
Narrated byRecorded Track
FormatAudiobook
Publish dateOct 28, 2026
LanguageEnglish
Table of contents
1Opening Credits
2Dedication
3How to Read This Book
4A Note on Names and Numbers
5Part One: Read the Pay
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6Chapter One: Coin Operated
7Chapter Two: Follow the Money
8Chapter Three: One Number, Every Lever
9Part Two: The Sales Team
10Chapter Four: The Right Team on the Field
11Chapter Five: Pay on Margin
12Chapter Six: Pay Every Seat for Its Job
13Part Three: The Key Team
14Chapter Seven: The Seats That Matter
15Chapter Eight: Lock the Team to the Number
16Chapter Nine: Equity for the Difference Makers
17Part Four: Make It Hold
18Chapter Ten: Expect the Game
19Chapter Eleven: Bring the Add-On Over
20Chapter Twelve: Keep the Promise
21Put It to Work
22The Instruments
23Acknowledgments
24About the Author
25Continue the Work
26This has been Coin Operated
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