Learn strategies that companies can use to prevent their sales reps from simply “going through the motions” and focusing only on achieving the minimum performance requirements to earn their commission.
Resources
Profit Driven Sales Teams in Other Industries
Many other industries and companies pay their sales reps based on the profits the company generates. This is a revolutionary way of doing business, as it incentivizes the sales reps to not only focus on making sales but also to ensure that the company is generating as much profit as possible.
Podcast: Brad White on Beer Business Finance
Brad White recently talked with Kary Shumway from Beer Business Finance on Distributor Sales Compensation Strategies. Highlights of the discussion include Click here to listen to the podcast on the Beer Business Finance website.
The Real Costs of Supplier Incentives and Expiring Product
When sales reps are focused on meeting targets, they may be more likely to place products in stores without considering their rate of sale vs the expiration dates or whether the product is a good fit for the store and its customers. This can result in products expiring or being returned, causing lost profits and additional costs for handling and transporting returned products.
Not All Cases Are Equal — Why Salespeople Need to Focus on Your Most Profitable Products
With the number of products available, teling your salespeople what to focus on is getting harder and harder. How do you as a leader guide your team to sell the best products for the business? In the beverage business, we have had a doubling of SKUs that has resulted in the halving of our turn […]
Being Disruptive: How to Push Your Team to Star Performance
“Changing sales systems? It’s going to be too disruptive to my business” I want you to think about incentivizing your company in a way that aligns with how your operation makes money. You feel like your sales reps are comfortable, happy, and you don’t want to upset the apple cart in this tight labor market. […]
People Respond to Incentives – a case study
People respond to incentives. How an account or a part of your business performs is truly correlated to how you are incentivizing your team and your salespeople. You can drive sales rep behavior change and engage them to think differently when they are incentivized to help the business make more money.