The Services Compensation Deception

Resellers can’t compensate sales people on revenue… Chances are you compensate on gross profit (GP) if you manage a reseller sales team – and it goes without saying, if you are in sales, your compensation is based on GP.  But there is a bit of deception here that will take a business from profitable to […]

Chasing Sales People…Away.

Good Sales People Won’t Stand On Unemployment Lines Talking with my son the other day (he’s sixteen right now), I was telling him, “Regardless of what you do in life, learn how to sell”. Unemployment numbers are high in the US, yet all of my clients are looking for sales people!  So there are jobs, […]

When Calling High is Painful

Sometimes calling high (meeting with CIOs), works out and you get the deal. Other times they make you feel stupid and treat you like dirt.  When this happens, remember: You are a profit center (if you are in sales), they are a cost center – overhead You get paid on commission, generally commensurate with the […]