http://www.btbtraining.com/2009/04/14/sales-bonus-sales-commissions-where%e2%80%99s-the-incentive/ Business development and strategy , sales and marketing, social media Thu, 17 May 2012 06:01:26 +0000 http://wordpress.org/?v=2.5.1 http://www.btbtraining.com/2009/04/14/sales-bonus-sales-commissions-where%e2%80%99s-the-incentive/#comment-2308 Niall Devitt Sun, 19 Apr 2009 18:03:23 +0000 http://www.btbtraining.com/?p=312#comment-2308 Deborah, I agree, these are crucial to motivating salespeople and need to be factored into business structures. In other words, they need to be treated in very real terms. Thank you for your comments, Regards,Niall Deborah, I agree, these are crucial to motivating salespeople and need to be factored into business structures. In other words, they need to be treated in very real terms. Thank you for your comments, Regards,Niall

]]> http://www.btbtraining.com/2009/04/14/sales-bonus-sales-commissions-where%e2%80%99s-the-incentive/#comment-2307 Niall Devitt Sun, 19 Apr 2009 17:59:58 +0000 http://www.btbtraining.com/?p=312#comment-2307 Hi Gregory, thank for your comments. You make a super point with regards to length of sales cycle. The tendency of course being to always underestimate. Factor in that at the moment sales cycle length is now longer with decision making taking much longer. Thanks, Niall. Hi Gregory, thank for your comments. You make a super point with regards to length of sales cycle. The tendency of course being to always underestimate. Factor in that at the moment sales cycle length is now longer with decision making taking much longer. Thanks, Niall.

]]> http://www.btbtraining.com/2009/04/14/sales-bonus-sales-commissions-where%e2%80%99s-the-incentive/#comment-2303 Deborah Johnson Sun, 19 Apr 2009 16:27:08 +0000 http://www.btbtraining.com/?p=312#comment-2303 I believe that recognition and appreciation are invaluable in sales people achieving higher levels of success. When that happens they don't want to disappoint you! I believe that recognition and appreciation are invaluable in sales people achieving higher levels of success. When that happens they don’t want to disappoint you!

]]> http://www.btbtraining.com/2009/04/14/sales-bonus-sales-commissions-where%e2%80%99s-the-incentive/#comment-2201 Gregory Vrakatitsis Fri, 17 Apr 2009 15:56:10 +0000 http://www.btbtraining.com/?p=312#comment-2201 I agree with the comments indicating the importance of "Getting it Right". I also believe it is important for the Executive leadership to be on the same page, regarding the current status of Sales, and where they want it to go, over next few years. This will help immensely in using the right measurements to assess results. Part of this is an agreement on the realistic length of the sales cycle. I have observed measurements that are totally wrong, and contribute negatively to morale/motivation. Getting the current assessment of Sales, will facilitate the creation of a compensation structure that has the right balance of risk/reward, and utilizes the appropriate metrics. Also you have to look closely at the amount of process that you are injecting into the Sales Cycle, to insure that it doesn't kill the "Spirit of the Deal".. I agree with the comments indicating the importance of “Getting it Right”. I also believe it is important for the Executive leadership to be on the same page, regarding the current status of Sales, and where they want it to go, over next few years. This will help immensely in using the right measurements to assess results. Part of this is an agreement on the realistic length of the sales cycle. I have observed measurements that are totally wrong, and contribute negatively to morale/motivation. Getting the current assessment of Sales, will facilitate the creation of a compensation structure that has the right balance of risk/reward, and utilizes the appropriate metrics. Also you have to look closely at the amount of process that you are injecting into the Sales Cycle, to insure that it doesn’t kill the “Spirit of the Deal”..

]]>