Explain why changes are needed. When reps understand the issues and are consulted, they are more likely to buy into the solution.
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.
Commoditization is the process that transforms a profitable, differentiated product or service into a commodity.
The following tips can help you design compensation packages that will motivate your sales force managers most effectively.
When you follow this five-step process, you can design a compensation strategy that supports your business plan, positions your company successfully against competitors, and allows you to recruit and retain the sales force you need.
No matter how generous the plans are, representatives are going to feel that "the other guys have a better deal."
View each sales associate as if he or she were an individual company. (Your firm as a whole is then like a big conglomerate.)