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Forum: Idea Exchange
Topic: Salesman Compensation Plans
Topic Posted by: Randy Brooks (broo@localaccess.com )Organization: Lincoln Mercury of Olympia
Date Posted: Wed Aug 12 14:37:34 EDT 1998
Topic Description: I hear a lot of talk about compensation plans> <
Original Message:
Posted by: Arlin Friesen
(goose_friesen@hotmail.com
)
Organization:Kamloops Mazda
Date posted: Sun Nov 22 23:41:58 EST 1998
Subject: Pay Plans
Message:
I am a Sales Manager. Can anyone sugest a performance based pay plan that will motivate our sales team. I am a believer in you get what you pay for and I want to reward my team with a agressive rewarding pay plan that will motivate and make them strive to be #1.
Previous reply
Reply:
Subject: Pay plans that motivate
Reply Posted by: Billy the Kidd
Date Posted: Thu Feb 7 9:46:36 2002
Message:
I've found offering bonuses tacked to individual performance standards works best. In other words, making spiffs dependent on someone doing 10% better on demoing their customers this week, or improving their write up rate by 5% by month's end, or touching desk 100% this month, etc.
If I offer the whole salesforce say a unit bonus, then the top performers figure they'll get it anyways, the average or poor performers figure they don't have a chance, and nothing changes. The same people tend to get the bonuses each weekend.
By making bonuses relevent to each INDIVIDUAL I tend to get more RESULT for my bonus dollar. Everyone stays involved and everyone (even newer or less talented sales reps)has a legitimate chance of making extra bonus money. This way everyone gets motivated!
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