Boosting Revenues: Value-Add Service Offerings
Nearly three-quarters of respondents made no changes to their sales compensation plans to incent sales staffs to sell new services. There was little variation by print-related, marketing or digital media services. Among those respondents who had made changes, the most common action was to increase bonuses. A small number of firms selling cross-media (15 percent) reported offering a separate compensation plan for selling these services. InfoTrends believes that sales compensations plans need to be adjusted to offer meaningful incentives that account for a longer sales cycles for more complicated services.
Lisa Cross is the principal analyst of NAPCO Research (a unit of NAPCO Media) where she conducts market research and analysis on emerging trends and changing dynamics in the commercial, in-plant and packaging industries, and the market forces that are driving those changes. With decades of experience covering the graphic arts and marketing industries, Cross has authored thousands of articles on a variety of topics, including technology trends, Â business strategy, sales, marketing and legislation.
