If you’ve worked hard to
build a world class sales force, it’s worth spending the time
to determine how to best compensate those carefully selected and
trained sales people to utilize their best abilities.
Some basics of selling are common to all situations, but the type
of listening, method of closing, and even the style of handling
objections vary greatly for customers at the different stages of
product/market life cycle.
“Principles of Sales Compensation” offers guidance
on how your sales rep compensation should change as your product/market
life cycles change.
For ideas on compensating different types of salespeople to satisfy
different types of customers, we recommend you read “Principles
of Sales Compensation,” which covers:
- Basic principles that shape compensation plans
- Critical skills and behavior
- 16 characteristics of plans that work
- Evaluating the role of sales
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