What Value Do You Place on Sales?

How do you compensate salespeople so they will do a good job and also remain with your company over the long term? Because most distributorships are basi-cally sales companies, operating on a percentage of gross sales, this question is central to a company's ability to succeed and grow.

This month, our article details the compensation practices of several companies and provides charts on the industry as a whole. But beyond that, how are salespeople perceived at your company?

Are they hired guns paid to do a particular job? Are they matinee idols, placed on a pedestal because of their ability to bring in revenue? Are they respected professionals with the knowledge to dispense needed advice? Are they colleagues who join in a mutual effort to meet company goals?

And what image do salespeople project to customers when they call? Is this person a wheeler-dealer? Is he or she a knowledgeable printing information resource? A good-time golfing buddy? A trusted friend?

Chances are that top salespeople encompass all of the above in their personalities.

Most veteran salespeople are knowledgeable about products and project a professional image. But there are always customers that require a little more—perhaps some inside information or a "special deal."

As you can see from our article, distributorships have come up with several ways to compensate good salespeople. Salespeople who have the skills to deal with an assortment of clients and keep the orders flowing, especially in less than ideal conditions, are worth the effort.

Bill Drennan

Editorial Director