{"id":1667,"date":"2008-07-18T10:55:13","date_gmt":"2008-07-18T15:55:13","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/you-get-what-you-pay-salespeople-for\/"},"modified":"2008-07-19T08:55:37","modified_gmt":"2008-07-19T13:55:37","slug":"you-get-what-you-pay-salespeople-for","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/07\/you-get-what-you-pay-salespeople-for\/","title":{"rendered":"You Get What You Pay Salespeople For"},"content":{"rendered":"<p>We have really come to enjoy Dave Stein&#8217;s posts.\u00a0 They are timely and cut straight to\u00a0the heart of the issue.\u00a0\u00a0<a target=\"_blank\" href=\"http:\/\/davesteinsblog.wordpress.com\/2008\/07\/18\/salespeople-will-do-what-you-pay-them-to-do\/\">Today&#8217;s post<\/a> is no exception.\u00a0 Working strictly on the sales side of organizations, one of the areas we look at while <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Recruiting\/profile.html\">profiling their sale<\/a> is compensation.\u00a0 Most\u00a0importantly, we look to see if the compensation structure rewards the behaviors the company expects of the salesperson.\u00a0 More times than not it won&#8217;t and from one of Dave&#8217;s comments, he sees the same issues:\u00a0\u00a0\u00a0<\/p>\n<blockquote><p>I am bringing this up because compensation is another dysfunctional area within many companies.\u00a0 During the past quarter, I\u2019ve been engaged with several clients where \u201cerrors of commission\u201d are preventing them from achieving their team and corporate goals.<\/p><\/blockquote>\n<p>We ran into a situation a few years back where a company President wanted to upgrade his sales team and bring in an experienced national salesperson\u00a0who could help him grow his company.\u00a0 He was okay about having to pay more for sales experience, but his commission plan wasn&#8217;t aligned.\u00a0 The commission schedule for a sales person to break the 6 figure mark meant he or she would have to more than double the total revenue of the company.\u00a0 If they accomplished that feat, they should be <em>running<\/em> the company.<\/p>\n<p>Through all this compensation discussion, Dave makes an extremely important point:<\/p>\n<blockquote><p>One important point: Having the right people in sales jobs comes first.\u00a0 The best comp plan in the world doesn\u2019t mean much when the salespeople it is intended to motivate don\u2019t have the requisite skills and traits to succeed.<\/p><\/blockquote>\n<p>I couldn&#8217;t agree more.\u00a0 If you don&#8217;t know where to begin, <a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Recruiting_Main.html\">let us help you get started.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>We have really come to enjoy Dave Stein&#8217;s posts.\u00a0 They are timely and cut straight to\u00a0the heart of the issue.\u00a0\u00a0Today&#8217;s post is no exception.\u00a0 Working strictly on the sales side of organizations, one of the areas we look at while profiling their sale is compensation.\u00a0 Most\u00a0importantly, we look to see if the compensation structure rewards the behaviors the company expects of the salesperson.\u00a0 More times than not it won&#8217;t and from one of Dave&#8217;s comments, he sees the same issues:\u00a0\u00a0\u00a0 I am bringing this up because compensation is another dysfunctional area within many companies.\u00a0 During the past quarter, I\u2019ve been engaged with several clients where \u201cerrors of commission\u201d are preventing&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2008\/07\/you-get-what-you-pay-salespeople-for\/\">Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[20,16,31,4,11],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-qT","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1667"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1667"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1667\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1667"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1667"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1667"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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