Comments on: Sales Compensation

By: What I Was Writing About Five Years Ago This Week | John's Jottings

What I Was Writing About Five Years Ago This Week | John's Jottings — Sat, 31 May 2008 21:17:44 +0000

[...] Sales Compensation – Thoughts on sales compensation. [...]

By: Pat

Pat — Tue, 16 May 2006 03:10:03 +0000

I need help on a graduate paper on computer sales reps compensations and where to find such info? Any help is needed on finding base salaries and commision rates. Thanks.

Please feel free to email me @ patcriswell@sbcglobal.net

By: zeke

zeke — Sat, 27 Dec 2003 16:56:03 +0000

Yeah, this Inc.com article is useless pie in the sky stuff. To pay salary to salespeople is ineffective in growing a business and not practical in the real world. I’ve had 20 years of experience now on both sides of the tech bubble and saw such measures being implimented. At the end of the day, some sort of commission is required, no doubt about it. This Inc.com clown needs to understand how the world really works, not who ideally it would in his dream company.

By: Greg Genge

Greg Genge — Wed, 08 Oct 2003 23:16:49 +0000

Our entire sales force is straight commission based on GP alone, and they set the price. It works really well, unless you have an account that requires significant engineering resources whereby the rep may start to get a disportionate amount of commission as compared to the entire effort required. There are a lot of things to consider, and there is certainly no right way, it’s all a trade-off. I am writing a management Consulting Project for my MBA at Queens, Ican let you know what I come up with of your interested.
Regards, Greg Genge, CEO, Dynavar Networking.

By: Henry

Henry — Fri, 09 May 2003 06:26:12 +0000

Like Zig Ziglar says, people will perform to the measurements they are judged against and with salespeople it’s revenue. Too bad companies are judged against net income…

By: Scott Chaffin

Scott Chaffin — Tue, 06 May 2003 06:15:01 +0000

After 13 years in sales, I’ve only seen one company that used a salaried model for salespeople, and it was run by a deeply Christian man who employed a deeply Christian work force. His top performers, brought in from other arenas, inevitably left for greener pastures, and he struggles still. He pays well, and he has a stable company, but growth is minimal. Works as long as you’re happy with the level you can operate at.

Salesmen are not salary-able, IMAO. Unless you can flip a switch and every salesman is salaried on the same day, there will always be those greener pastures, and they’ll take that Rolodex with them.

Having said that, I will read the article and comment further…

By: Chris

Chris — Mon, 05 May 2003 15:15:10 +0000

I’ve worked in the technology VAR channel – my commission was a percentage of margin on each deal. The problem was that margins in our business were rapidly approaching zero.