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What Is The Role Of Sales Commissions In Your Company?

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Participating Solution Provider

What Is The Role Of Sales Commissions In Your Company?

pay-for-performance.jpg

 

If I Were a Customer and You Were My Sales Rep

 

Here's How I'd Like You to be Paid

 

How do you feel when your sales person earns a commission or wins a trip when you buy from them?

 

Does anyone other than the sales rep win?

  • How does the account team or project team win?
  • Does their company win?

How does the customer win?

  • Does the sales rep understand your needs and interests?
  • Will they navigate your buying cycle so that you can do things at your pace?
  • Are they concerned about your entire experience during and after the sale?
  • How do you know what's behind their recommendation?  Is it truly your best interests, or an internal SPIF, or selling what's in stock, or inventory liquidation, etc.?  Do they need this sale in order to make quota?

I'd prefer to know that the sales rep is being compensated based [to a large degree] on my level of satisfaction.  The team involved in designing and delivering my solution should also share in the rewards and recognition. Then, I'll know they have a vested interest in my satisfaction so that I'm not doing all the work.

 

Companies can differentiate themselves by taking a fresh look at their compensation programs.  They need to be designed so that the degree of customer satisfaction and the degree to which their company wins determines the degree to which sales team members become eligible to win. Earned deal or project compensation can be shared among team members depending on individual roles and contribution.Sales Team.jpg

 

By John Bernardi

John J. Bernardi