Most sales problems are roster problems wearing a disguise
When revenue stalls, owners blame the market, the leads, or the comp plan. Usually the answer is sitting in the seats.
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When a small company tells me sales are flat, the first story is almost always about the outside world. The market softened. The leads got worse. A competitor dropped price. Sometimes that is true. More often, the problem is on the roster.
Look at the seats first
Write down every person who carries a number. Next to each name, write what they actually sold in the last four quarters, and what the role needs them to sell. The gap is usually obvious, and it is usually concentrated in one or two seats.
Then look at the role
A good person in the wrong role looks like a bad hire. Before you replace anyone, make sure the job you gave them is a job one person can do.