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I often deal with small companies who are dealing with structuring the right sales compensation programs for their sales people. On one hand they want to provide a lot of incentive on the other they do not want the sales person making more than the owner (which I do not agree with by the way)
What have you done in the past? What works? What doesnt? Any suggestions?
Topic starter
Posted : 20/04/2007 11:32 am
Re: Sales Compensation For Small Companies
We have a sales program that works pretty well - at least as good as can be expected. It is divided into thirds:
1/3 - how the company has performed overall
1/3 - personal sales
1/3 - team sales
We always hear complaints that we should change the 1/3 around but it is never consistant so we think we have it about right.
Posted : 24/04/2007 12:10 pm
Re: Sales Compensation For Small Companies
We do not have sales people - we ask all employees to act as salespeople and we give them a 20% referral fee on all contracts that we receive
Posted : 03/05/2007 11:45 am
Re: Sales Compensation For Small Companies
We align our salespeoples comp based on the services that we would like to market paying a higher amount for a higher margin project versus a competive low margin product.
Posted : 08/05/2007 11:53 am
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