Comments on: Getting the Sales Incentives Balance Right http://www.btbtraining.com/2008/05/21/sales-commisions-getting-the-balance-right/ Business development and strategy , sales and marketing, social media Thu, 17 May 2012 05:37:06 +0000 http://wordpress.org/?v=2.5.1 By: Niall Devitt http://www.btbtraining.com/2008/05/21/sales-commisions-getting-the-balance-right/#comment-499 Niall Devitt Thu, 31 Jul 2008 15:55:24 +0000 http://www.btbtraining.com/?p=200#comment-499 Relating this back to the original post. Salespeople have to be motivated and ultimately incentivevised to carry out all five which unfortunately a lot of companies still get wrong to varying degrees. While selling skills are obviously very important in terms of a sales-team delivering, they are made almost redundant unless the company is able to create a healthy selling environment for its salespeople, and the correct use of commission structures and bonus pay play a huge part in relation. When sales results are poor, companies need to first look at how they are operating within their space and honestly evaluate. They need to ensure that they are providing their sales-team with the correct levels of supports, training and pay are two very important supports. Thanks for the comments. Relating this back to the original post.

Salespeople have to be motivated and ultimately incentivevised to carry out all five which unfortunately a lot of companies still get wrong to varying degrees.

While selling skills are obviously very important in terms of a sales-team delivering, they are made almost redundant unless the company is able to create a healthy selling environment for its salespeople, and the correct use of commission structures and bonus pay play a huge part in relation.

When sales results are poor, companies need to first look at how they are operating within their space and honestly evaluate.

They need to ensure that they are providing their sales-team with the correct levels of supports, training and pay are two very important supports.

Thanks for the comments.

]]> By: Sales Training http://www.btbtraining.com/2008/05/21/sales-commisions-getting-the-balance-right/#comment-498 Sales Training Thu, 31 Jul 2008 15:10:11 +0000 http://www.btbtraining.com/?p=200#comment-498 Since 1990, The Sales Board has researched the skills/performance of over 300,000 salespeople. Performance change has been tracked & correlated to specific selling skills. Our research shows only five skills have consistently proven to be most critical for top sales productivity. They are: - The Buyer/Seller Relationship - Sales Call Planning - Questioning Skills - Presentation Skills - Gaining Commitment Now what ever you are selling, be it a product or service, if you have a sales process that shows you how and when to use these skills, you've got a winning combination for top sales productivity. If you want more information about such a process; a sustainable sales process that utilizes these five critical sales skills while following the decision-making process of the buyer, check out http://www.thesalesboard.com Cheers Since 1990, The Sales Board has researched the skills/performance of over 300,000 salespeople. Performance change has been tracked & correlated to specific selling skills. Our research shows only five skills have consistently proven to be most critical for top sales productivity. They are:

- The Buyer/Seller Relationship
- Sales Call Planning
- Questioning Skills
- Presentation Skills
- Gaining Commitment

Now what ever you are selling, be it a product or service, if you have a sales process that shows you how and when to use these skills, you’ve got a winning combination for top sales productivity. If you want more information about such a process; a sustainable sales process that utilizes these five critical sales skills while following the decision-making process of the buyer, check out http://www.thesalesboard.com

Cheers

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