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Do We Have Sales Compensation All Wrong?
- May 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Should a salesperson receive the maximum commission on the big deal if there was no other activity, critical KPI’s weren’t met, and the pipeline is essentially empty?
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Sales Compensation – Exceptions to the Rule
- March 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve previously written about sales compensation, with the average salesperson earning $96,000, a good salespeople earning $135,000 (varies by industry and geography) and poor and entry level salespeople earning around $67,000. Several companies have recently asked me about how to hire salespeople when you can’t afford to pay even the entry level sales compensation.
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Top 10 Factors for Getting Salespeople to Overachieve
- February 4, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There isn’t a single key to overachieving, so I’ll list my top 10 factors for helping salespeople overachieve. I’m sure I’ve written about each of these topics at some point in the past, but I’ll put them all together here.
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Money Motivated Salespeople
- October 22, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The other day a client asked me about a salesperson about whom the assessment indicated wasn’t money motivated. He went on to tell me how often this salesperson tells him he needs to make more money and wants a larger base. I explained that this is more a case of ‘money need’ rather than money motivation. The easiest way to tell the difference between the two is:
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Some People Aren’t Motivated by Money
- October 22, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One sales manager indicated that he had a salesperson who wasn’t motivated by money but was motivated by providing great customer service and making people happy. I told him that I was certain that he could not possibly be describing his best salesperson and, after a moment of consideration, he completely agreed.
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Compensation Stupidity Again?
- August 18, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The candidates are out there. But when you offer to pay little more than entry level money yet expect your candidate to have a $250K pedigree, you will consistently fail to attract, select and retain top talent.
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Compensation – the Unchanging Role
- May 23, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s quite interesting to learn that a company is considering a change to the manner in which they compensate their salespeople. This typically occurs when a company has already discovered a flaw and management is hoping that a modification, usually in the form of more commissions and less salary, will motivate their sales force to find some new business.
