Sales Comp Plans, Revisited –Farquharson
Life should be more simple than it is. Sales compensation plans should be no different. They should be fair and motivating and equitable. They should pay the salesperson in direct relation to the success of their selling efforts. Yes, there are many moving parts. But tying the sales compensation to value added is unnecessary and complicated. It is inevitable that management will look at a successful sales rep and say, “He’s making too much money.” But, before the manager changes the comp plan, he needs to think about what life would be like if that sales rep quits. And, then also takes clients with him.
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.
