Episode Details
Back to Episodes
Melissa Ramirez on Why Shadow Accounting Means Reps Don't Trust You
Season 3
Episode 63
Published 2 months, 2 weeks ago
Description
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 mysteries
- The 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 data
Connect with Melissa: LinkedIn