Ann: Fourth Quarter Activities and Cashflow Reports, page-117

Exactly right. The solution here would be to sack the sales manager and performance-manage the sales staff. Also, any retainer monies should be minimal, so that they're on at least 80% commission. That way, no sales, no income.

IMO this is where the lack of a quality group MD/CEO shows. EDE is really flying in the dark in some areas. If you spend over $1.5 million on marketing and make only a few hundred thousand worth of sales, that's a bad outcome. It looks like they're putting up with a non-performing sales team because they don't know what to do.