In a keynote speech I deliver on hiring, onboarding and compensating world-class salesforces, I ask the audience members if they know a business owner’s favorite day of the month. While they shout out a myriad of answers, no one ever guesses the correct one.
After a few moments, I share the answer… salesperson pay days. That leaves a puzzled expression on the faces of my audience. Perhaps, your eyebrow is raised as well. Allow me to explain.
Taking a step back, what is the primary purpose of having salespeople? It’s to bring in revenue. Given that, why wouldn’t an executive be smiling from ear to ear when writing those checks?
The common answer is that the sales compensation plan isn’t designed properly. If you aren’t thrilled to pay the salespeople, take a close look at the structure of your compensation plan.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.