Vested Interest
Distributors must choose the right path to keep sales teams invested
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Maria Raha
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ASB’s commission structure, which has held firm at an average of 70 percent since the company’s inception, further incentivizes its staff. “We were the first ones to pay 75 percent commission on our gross profit on an order back in the ’80s,” contended Zavadil. “Nobody did that. They all said we were going to go out of business [and that] we were crazy, but we found a way to [pay for it], because our goal was to give the lion’s share to the person in the field so that there was incentive to do more—not to give them trinkets ... to try to trick them into doing more.” In the early ’80s, he said, the highest average split for distributors was 50 percent.
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- Companies:
- American Solutions for Business
- Proforma
Maria Raha
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