No to ‘Value-Added’ Plans –Farquharson/Tedesco
What do you think will happen in this scenario? Printing sales reps are motivated to do what it takes to say, “Yes, we can do that!” Joe and Jane are no exceptions. But, more importantly, printing sales reps are rational creatures who work to their incentive plans.
Jane will outsource the part of the job that her company would do inefficiently or can’t do at all. On the other hand, Joe will do his best to convince the prospect to restructure the job to meet his own capabilities. Jane’s less-restrictive sales compensation plan gives her the freedom to work to the prospect’s best interest, not her own.
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.
