Sales Comp Plans, Revisited –Farquharson
So let’s say I do what I am trained to do and I create a new print solution for a client. The customer currently uses 100,000 pieces a year. The cost of my new design is $50,000. My commission for a list price job would be $4,000. In 1982, that didn’t suck.
However, common sense says that before you print up 100,000 of the new and unproven solution, it would be wise to print up a smaller quantity of, say, 10,000. After the test order has been consumed, the remaining 90,000 can be produced. The only difference is that my commission drops to 5 percent on what is now a reorder.
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.
