Determine the Compensation Plan
o
Straight
Commission
o
o
Straight
Salary
Combination
Plans
o
o
o
o
TQM Based
Compensation
o
o
Achieve high volume sales
Allows salespeople to
structure their own time and
activities.
Gives control over
salespeople's activities
May not give aggressive
selling
Most Popular today
Draw vs Salary
Customer Retention Bonus
Penetration of Target
Accounts Bonus
Company-Wide
Performance Bonus
Provide Sales Training
One on
One Sessions
Field Training
Group Sessions
Role playing
Supervise
and
Motivate
Interactive Multimedia CD Sales Training
Video sales training
Single issue sessions
Feedback
o Receive continuous training in new product
technology
o Guide and direct them in goal-setting
o Motivation is at the very heart of supervision
Goal is to create a work environment within which
the individuals can and do motivate themselves
The real key is to find motivated men and women
and teach them how to sell