No to ‘Value-Added’ Plans –Farquharson/Tedesco
The ‘Value-Added’ Conundrum
Value-added comp plans reduce print sales reps' willingness to problem solve because they're incentivized to work in a small sandbox: Either they can do it or they can't. Less restrictive sales plans based on total revenue allow salespeople to play in a much larger playground and are free to pursue client needs. Of course, reps working under total revenue comp plans still look for ways to tweak job engineering specifications for use and cost advantages, but they're doing it for the client, not for themselves.
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.
