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.
JackDaly.net
FALL 2018
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