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| Aug 20, 2005 5:07 pm |
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re: Ideas on how to build a strong commision only sales force! |
Lydia Sugarman
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Michael,
Okay, you're the salesforce's champion lobbying for salaries plus commissions, plus performance bonsuses, plus upsell bonuses, plus, plus,plus, but chafing against using the tools that provide the accountability necessary to justify paying out all these monies.
Granted, most of the SFA/CRM applications out there are byzantine and time consuming. They seem to be built for and sold to the C-level suites and middle management without taking the frontline salesforce's needs into account.
However, once the time is invested in setting things up, where using these systems become second nature, they become an indispensable and valuable tool in maximising sales and income. helping everyone know how much is in the pipeline, at what point in the sales, and what has to be done to close the deal.
How can you expect a company to pay out compensation without any concrete accountability? That isn't realistic. As employers, we need to know that you are doing all the things that need to be done to get to the sale, the contract, and the check that clears the bank before we pay you.
Maybe you could offer some real life examples and concrete solutions to this forum? How does your employer compensate the sales people and what SFA solution are you using or have used in the past that worked well for the company and for you?
As small company owners looking to grow the bottom line along with a company full of happy, motivated employees, we are always looking for real solutions that can reasonably be implemented where everyone profits in the most real definition of that word. The reality is that in more instances than most would think, the company owner 's paycheck is less than the salespeople who work for him/her.
Additionally, we are preparing to launch what we think is a simple, elegant integrated suite of business relationship management tools that will offer an alternative to all the piecemeal solutions that are currently the only choices. The more input we can get from people in the field, the better the solutions we offer will be.
Thanks!
LKSugarmanPrivate Reply to Lydia Sugarman (new win) |
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