Help Make Your Salesforce Team a Success
You’re paying your sales force too much if you’re giving them a significant salaried paycheck. Their salary should be just enough to cover their food, gas, and overhead costs, with their checks based largely on sales, not salary. The key is to design an effective commission rate that favors new business rather than old.
For instance, you may want to pay your salespeople two percent residuals on existing business but ...Continue Reading →