Getting Results Magazine Getting Results Magazine Fall 2018 | Page 11

you become a top Producer, you will never get there. This is an investment that has great ROI. Do it now. 5. ADVICE ON COMPENSATING SALESPEOPLE? My favorite word here is “alignment.” When the comp of the salespeople is aligned with that of the ownership, then the magic happens. We no longer hear about “motivating” the salesperson. We no longer hear about the lack of work effort. My bias is to have the salesperson work as close as possible to “at risk/ commission only.” All too often I hear about it not being acceptable in a country or an industry. This is a cop-out. Find a way to match the payout with the rewards, and all should be happy as long as they are willing to work and the talent is there. If not, why hire them? 6. HOW ABOUT COMPENSATING THE SALES MANAGER? Again, alignment is the key. However, I believe a base salary of some amount is appropriate. The “at risk” portion should be the greater amount by far and should be directly tied to the results of the sales team. If the Sales Manager is not willing to bet on the company or his-or herself, you have the wrong person. u JACK DALY is an experienced and world-recognized sales speaker and sales training expert who inspires audiences to take action in the areas of sales, sales management, and corporate culture. He brings 30 plus years of field-proven experience, from a starting base of CPA-firm Arthur Andersen to a Captain in the US Army to the CEO of several national companies. Jack is a proven CEO/Entrepreneur, having built six companies into national firms, two of which he subsequently sold to the Wall Street firms of Salomon Brothers and First Boston. His professional sales-trainer know-how has turned him into an accomplished sales coaching authority and author of books including Hyper Sales Growth, The Sales Playbook for Hyper Sales Growth, and Paper Napkin Wisdom, all Amazon no. Best Sellers. FALL 2018 | 11