Vested Interest
Distributors must choose the right path to keep sales teams invested
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Maria Raha
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Not only does ASB pay handsomely on its commissions, the organization’s goal-setting techniques allow salespeople to adjust sales goals based on their own performance expectations. As Zavadil explained, ASB’s quotas work backwards from a salesperson’s stated goal. “A salesperson will say, ‘I want to make $100,000,’” he said. “Well, we work the math backwards and say, ‘If you want to make $100,000, then you [have] to sell this amount of product at a 30 percent gross profit under our splits, and you’ll make $100,000. ... Everybody has their own drive and desires and that’s really our environment. Everybody kind of sets their own deal[s] and we support them.”
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- Companies:
- American Solutions for Business
- Proforma
Maria Raha
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