Comments on: Why companies should smile when they pay commissions

By: Don’t Declare Sales Victory Too Early | QuotaCrush

Don’t Declare Sales Victory Too Early | QuotaCrush — Wed, 07 Apr 2010 20:32:53 +0000

[...] Pay away and smile. Why? Because you’ve found a team that is bringing in revenue – and revenue is good. The more you are paying in commissions, the more this process is working. [...]

By: Minimizing Sales Staff and Re-evaluating Comp Plans | QuotaCrush

Minimizing Sales Staff and Re-evaluating Comp Plans | QuotaCrush — Fri, 19 Mar 2010 19:48:32 +0000

[...] A compensation plan should never be designed in a way that ensures the company does not pay anything out. It should be designed to motivate and drive sales. And you should make sure that when you design your plan, you are not designing it in such a way that you are focused on how not to pay out commissions – but that you are focused on how to motivate people to sell what you want. And when those salespeople do so, rejoice. [...]

By: Healthcare75

Healthcare75 — Fri, 04 Dec 2009 11:18:07 +0000

Hii im jackson and you are right, i appreciate it.

By: Healthcare75

Healthcare75 — Fri, 04 Dec 2009 11:18:07 +0000

Hii im jackson and you are right, i appreciate it.

By: Healthcare75

Healthcare75 — Fri, 04 Dec 2009 06:18:07 +0000

Hii im jackson and you are right, i appreciate it.

By: OPEN Forum by American Express OPEN | | Focusing On Revenue

OPEN Forum by American Express OPEN | | Focusing On Revenue — Wed, 29 Apr 2009 01:55:51 +0000

[...] A compensation plan should never be designed in a way that ensures the company does not pay anything out.Â It should be designed to motivate and drive sales.Â And you should make sure that when you design your plan, you are not designing it in such a way that you are focused on how not to pay out commissions – but that you are focused on how to motivate people to sell what you want.Â And when those salespeople do so, rejoice. [...]

By: QuotaCrush » Blog Archive » Minimizing Sales Staff and Re-evaluating Comp Plans

Thu, 06 Nov 2008 18:03:14 +0000

By: Mark I LaRosa

Mark I LaRosa — Thu, 02 Oct 2008 05:18:45 +0000

Julien,

Exactly correct! Upon a re-read I certainly didn't make it obvious that the reason the comp plan was designed correctly was because it DID infact inspire the correct behavior.

I also focused heavily on the cost of the plan - not pointing out that the end-result was amazing for our company.

By: Julien Dionne

Julien Dionne — Thu, 02 Oct 2008 03:00:28 +0000

Hi Mark,

First, thank you for thinking leapcomp is "great" and for echoing the post here for your readers.

Secondly, a point I didn't make in my post, is that not only is it important to reward with the right amount, it is also important to encourage the right behavior (obviously!). It's not surprising that in investment banking, some people make millions in bonus, but one has to wonder how much money they actually made the company to deserve that money.

You say "When you design the right compensation plan, you can have top salespeople making a lot of money and the more they make, the BETTER it is for the firm." Yes! The RIGHT compensation plan does!

Going back to the market crisis and the sub-prime mortgage problem, when you look at banks incenting their reps for refinancing mortgages at a lower rate and after only a few months, often within the same institution, it is easy to realize there is a problem!

By: Mark I LaRosa

Mark I LaRosa — Thu, 02 Oct 2008 01:18:45 +0000