No to ‘Value-Added’ Plans –Farquharson/Tedesco
Jane’s company is run by a sales-type who says, “Gimme the business. We compensate salespeople based on how much revenue they bring in, not on how much of the work is actually done in our plant. Sure, we’re going to mark up buyouts appropriately—more than 20 percent, of course—but we’re not going to let this job and client slip away. The heck with ’value-added.’ We’re paying our salespeople on the whole job.”
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.
