No to ‘Value-Added’ Plans –Farquharson/Tedesco
Get the point? Because Jane's not tied to a restrictive, value-added sales comp plan, she is properly incentivized (i.e., free) to work the job to her customer's best needs. Joe, a slave to his value-added comp plan, will work to shoehorn the job into his employer's plant, regardless of whether or not it's in his prospect's best interests.
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.
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.
