Sales Comp Plans, Revisited –Farquharson
Oh, and let’s not forget about the challenge of changing a commission plan. I have never seen a comp plan change that does not reek of this message coming from management: My salespeople are making too much money.
Again, I refer back to my first sales job when someone in upper management came up with the idea of eliminating all compensation for one highly profitable product line and turning that business over to the telemarketers. They tried to sell us on the idea that it was good for us because, “This move will free up your time and give you a chance to expand your existing accounts.” I’m still scratching my head over that logic.
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 bill@salesvault.pro 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.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
