You will determine how to pay your sales representatives! The old conceptualization of ‘compensation and benefits’ was fine for the 1950’s. 21st century sales managers need to utilize a Total Rewards program. Salespeople want more than money or a retirement program; they want a work-life balance and opportunities for career and personal development. Employers that can offer such programs can have a competitive advantage over other employers if they can provide them.
Sales representatives work well with goals in mind to meet their commission or a type of reward when quota is met. Create a 2-3 page sales commission structure (you may use lectures or outside resources for additional help) and decide if you are going to use a progressive plan that increases the percentage of a commission that a representative may receive with each additional sale. Another way could be a regressive plan that decreases the percentage of a commission that a representative may receive with each additional sale.
- You also want to consider using benefits, team-based pay, a bonus structure or some combination of these.
- Consider the company as a whole and how developing this structure should reflect the company mission and management style.
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