How to Compensate Your Sales Rep
Make a list of the top five things you want your sales rep to accomplish. Can’t think of five? Do three. Ideas for you:
- Grow existing accounts
- Find more clients
- Maintain existing client base
- Sell new business
- Grow sales skills
- Recruit new sales people
- Double sales in 12 months
- Land a 'Big Fish'
- Take over as manager
- Sell more digital or wide-format or…
Next, put them in order with the number one desired task at the top.
Okay, now, modify your sales compensation plan to pay fairly for every task…except the top one. That one should be completely unfair.
You should overcompensate for #1.
The general rule of sales comp is that you get the behavior you reward. Sales people follow the money.
Where do you want it to lead?
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.