Street Smarts: The Sales Commission Dilemma
Need to read that this weekend.
From Delicious
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It’s a good read and I’m very interested in hearing if anyone else has done it. I commented on the article on my site and tried to push the idea even further – compensate based on margin not just revenue. Disclaimers as to be expertise in this area on my site.
http://www.johnsjottings.com/archives/2003/04/30/sales_compensation.html
I am curious as to why you linked to the version for printing.
I linked to the print friendly version because the article is ‘two pages’ long, and that’s the easiest way to print it, which is what I was doing when I blogged it. No real rhyme or reason other than that…
Interesting…
Pay on margin sounds good in theory, and I’ve been there. However, margins, especially on tech related products and services, almost always drop year over year, thus tech sales reps find themselves making less 2 or 3 years ino a product cycle. It leads to a cycle of 2-3 year emplyment gigs where you are always looking for the next high margin niche to exploit.