Simple Pay Plans Can Make Sales Explode! |
Last week, I conducted a new seminar in Sao Paulo, Brazil. My audience consisted of about one hundred sales managers, directors, and business owners, and we covered in depth the topic of motivating and compensating sellers.
I unveiled a pay plan that in my experience is the very best one of all. It keeps top sellers's noses happily to the grindstone and it produces overall equity.
Someone who sells three times more will earn triple what his peer earns. But this isn't a harsh commission-only plan.
Anyway, it is very simple.
I asked everyone in the room if THEY would like to be paid this way. Nearly all would, and would their salespeople like it and perform well under it?
Yes, again, was the answer.
But how many of them felt they could recommend it and have it be adopted?
Very few hands went up.
Why?
The plan seems "too rich" one of them pointed out. It's "too good" another one said. I think what they were really saying is it's too obvious and too simple, says Dr. Gary S. Goodman, top speaker, international consultant, and popular commentator on radio and TV.
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