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Don’t Let Your Salespeople Get Overdrawn

Commission salespeople are among the highest paid people in North America. It’s a high-stress, high-anxiety position that pays well when the individual performs. Having a draw against commission is an excellent way to keep the wolf away from the door during lean times or while a new salesperson is coming up to speed. There is […]

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Are Your Salespeople Overpaid

As a sales management consultant I’m often asked, “How much should I be paying my salespeople?” That’s a question that I think most sales managers and business owners would like answered. So I’m going to share my concept with you. The average salesperson, on the other hand, will probably want to lynch me after reading […]

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How to Split Commissions Without Splitting Heads

Watching two salespeople fighting over who gets what in a split sale is worse than listening to two male cats having a territory fight in the middle of a hot August night. You don’t want to hear it, and you certainly don’t want to be in the middle of it. The bigger the commission, the […]

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The Boring Part of Onboarding a Salesperson

Every great author has a trilogy and this is mine. Well actually I’m not really a great author, but this is part of a trilogy. This is the third article on the topic of onboarding salespeople. For the uninitiated, "onboarding" is what happens after you successfully complete the arduous process of hiring a new salesperson. […]

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Onboarding Salespeople for Fun & Profit

Getting your new salesperson started off on the right foot is an important part of them having fun and you making even more profit. A while ago I  did another of my gems of wisdom titled The New Hire "“ Doing It Right where I provided an outline of the sales-related items that a new hire […]

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