Sales Comp Plans, Revisited –Farquharson
Compensation, by definition should reflect the employee’s contribution to the company. Sales compensation, however, is different in that it adds a component of motivation to the mix. For example, I am fond of saying that if you want your salespeople to sell digital and variable data printing, use their wallets as your microphone. That is what they listen to. Overcompensate if necessary, but you will get the rep’s attention by waving dollar signs in one direction or another.
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.
