But the increase in productivity is the most powerful benefit. It is not at all unusual to see productivity gains of 30% in the first year sales representatives are given a choice of compensation plans.
There are six heuristics that are recognized as being widely used in our daily lives, and a lot of them are relevant here…
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To help determine a company's true profitability, here are the first three questions we ask brokers:
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While many companies focus on increasing profit, and therefore shareholder value, relatively few focus the same effort on improving their multiple. So, what drives this multiple?
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Explain why changes are needed. When reps understand the issues and are consulted, they are more likely to buy into the solution.
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Here is the process we use, which typically results in a 98% retention rate, a 30% increase in sales in the following year, and significantly enhanced profitability.