At what point should sales people be paid?

Finish paying when: (1) the sales person has done what you need them to do, and you are ready for them to focus on closing another one, and (2) you have a solid basis for knowing the value of what was sold – but there’s a bit more to it…

Looking Ahead: Should We Make a Change?

Sales Compensation Focus, July 2010 – The economy appears to have taken a positive turn and many companies are starting to think about growth: hiring more sales reps, launching a new product, or breaking into a new market segment. One of the first questions that is raised when a company returns to growth mode, especially if there has been significant retrenching, is, “What should we do with our sales compensation plans?”