which has key accounts<\/em><\/strong>.<\/p><\/blockquote>\nThe emphasis was theirs. This approach may seem trivial, but it is important in putting the right bait out their to find the right salesperson.<\/p>\n
Companies often have glorified visions of a single salesperson with minimal marketing help being able to take a zero revenue territory and grow it into a highly profitable territory. This can happen – I’ve personally done it. But I had much help from the marketing department and a strong brand to sell.<\/p>\n
Yet finding a salesperson to grow the dormant territory usually takes much money and a long time frame. If you have existing accounts in a territory, do not be afraid to give them to the new salesperson once they are ramped up to full speed. Give them the rewards of the commission for those accounts even though they inherited them. A taste of that sugar will keep them motivated. The commission structure also teaches them to earn as opposed to receiving a handout in the form of a guaranteed commission for a set time period (unless you have no existing accounts in the territory in which to earn commission).<\/p>\n
One other point, if your commission plan pays the same rate for a dollar of existing<\/em> customer business vs. a dollar of new<\/em> customer business, you need to revisit your commission plan.<\/p>\n","protected":false},"excerpt":{"rendered":"Each morning I peruse the sales employment ads to see who is hiring and what ads they are placing. I came across a local company I have never heard of and was impressed by a bullet point in their ad: Accountable for achieving sales goals within an assigned territory which has key accounts. The emphasis was theirs. This approach may seem trivial, but it is important in putting the right bait out their to find the right salesperson. Companies often have glorified visions of a single salesperson with minimal marketing help being able to take a zero revenue territory and grow it into a highly profitable territory. This can happen… Read More<\/a><\/p>\n","protected":false},"author":2,"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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_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","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[20,4,15],"tags":[],"class_list":["post-540","post","type-post","status-publish","format-standard","hentry","category-compensation","category-sales-management","category-sourcing"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-8I","jetpack-related-posts":[{"id":1613,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/defining-excellence\/","url_meta":{"origin":540,"position":0},"title":"Defining Excellence","author":"Derrick Moe","date":"June 12, 2008","format":false,"excerpt":"Selling Power released an archived article titled Four Elements of Excellence.\u00a0 The short article provides a well-thought description so let's cut right to the chase.\u00a0 Here are the four: 1.) Goal Setting 2.) Commitment 3.) Feedback 4.) Organizational Support I would say that is a good list.\u00a0 The one that\u2026","rel":"","context":"In "Compensation"","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":925,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/an-ad-without-clarity\/","url_meta":{"origin":540,"position":1},"title":"An Ad Without Clarity","author":"Derrick Moe","date":"May 16, 2007","format":false,"excerpt":"In reading through more sales ads this morning, I kicked up an example of an ad without clarity about the position. Here are the qualifications: -Hard working and dependable -Sales experience is necessary (____________ industry, preferred) -Must have no travel restrictions in covering assigned multi state territory -Must be computer\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":453,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-offers-gone-bad\/","url_meta":{"origin":540,"position":2},"title":"Sales Offers Gone Bad","author":"Derrick Moe","date":"November 21, 2006","format":false,"excerpt":"A friend of mine is an established, successful salesperson who is looking for a new opportunity. He recently received an offer from a large corporation that had a 6 or 7 page commission document. The document looked like a court filing. After sifting through as much as we could tolerate,\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":111,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/06\/job-postings-rewards-databases\/","url_meta":{"origin":540,"position":3},"title":"Job Postings, Rewards & Databases","author":"Lee Fratzke","date":"June 19, 2006","format":false,"excerpt":"Careerbuilder.com in their Small Business Advisor Section has a great article that takes you step-by-step in posting an effective online ad. As is to be expected, the article is specifically written to CareerBuilder's site specifications. The information is still valuable and can be used to effectively write an ad for\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1999,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/04\/chaotic-freedom-in-sales\/","url_meta":{"origin":540,"position":4},"title":"Chaotic Freedom In Sales","author":"Derrick Moe","date":"April 9, 2009","format":false,"excerpt":"I read this line from an sales employment ad this morning: Reps are NOT restricted by territory. The unrestricted territory seems innocuous enough\u2026maybe even valuable.\u00a0 It usually isn\u2019t.\u00a0 As a salesperson, I would read this ad with some skepticism in that the company may be trying to add salespeople without\u2026","rel":"","context":"In "Employment Ads"","block_context":{"text":"Employment Ads","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/employment-ads\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":243,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/a-hiring-riddle\/","url_meta":{"origin":540,"position":5},"title":"A Hiring Riddle","author":"Derrick Moe","date":"August 18, 2006","format":false,"excerpt":"Insanity: doing the same thing over and over again and expecting different results. -Albert Einstein Here is a riddle we constantly encounter yet have difficulty solving. Let's say you are the sales manager for a somewhat complex product sale and you have an underperforming salesperson. The salesperson is well below\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/540","targetHints":{"allow":["GET"]}}],"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\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=540"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/540\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=540"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=540"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=540"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}