Sales Comp Plans, Revisited –Farquharson
I think the best compensation plan I have ever seen comes from a small commercial printer who has his priorities in focus: He wants new business. Remembering that salespeople follow the money, he pays 15 percent of all new business for a period of one year. That is, open a new account and you get 15 percent of anything that comes from that account for 12 months. After that, the commission plummets to 4 percent. Pop quiz, hotshot: if you were the sales rep that worked at this company, what would you spend your time doing? Me, too.
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.
