Does anyone have experience putting a commissioned sales force together successfully?
I have an exciting product / service and need a simple but effective commissioned sales structure that is fair, incentivized without giving away the house.
Yes I do, and why this will be a relatively easy process, the key point of the sales force team being successful in you campaign is provide them full detail product/services knowledge(crucial component), and have a incentive attach to the commission base ( it can be a time frame, or per sale etc. And keep them Pumped Up! Success in any sales campaign is "energy".
Have done it quite a bit. It is not simple. Depends on what you sell, and what the rest of the Market looks like. I would start with a Head of Sales who knows the Market that you are in. Then, it is about understanding, the Sales Cycle, Sales Process, Typical duration of the Cycle, and other things. It is also about ensuring that there is a very clear view of where you want to go.
One of the fundamental questions that can change the compensation model significantly is where will the reps find new opportunities? Bottom line - if you're able to supply reps with pre-qualified leads, then you have a lot more options in compensation. If you leave it up to them to generate their own opportunities, you've got to compensate them more highly. Here's a video on how you can affordably provide pre-qualified leads to reps consistently - http://www.salesnexus.com/starter-kit.html
Please check out this article, Kirk. http://blog.capterra.com/what-commissions-should-i-pay-my-new-salesperson/
Happy to assist and provide some guidance/mentoring.
I've achieved sustainable success in heading up various sales divisions, ACQ/RETENTION, innovative growth/development, AOP and commercial acumen, strategic planning/management, extensive experience in commission models/sales performance and proven capability with managing diverse variables effectively (sales groups, product mixes, campaigns, commission structures, incentive plans, forecasting/performance management models and outsourced sales partners).
Feel free to book in 15-20mins for no charge if you would like to discuss further/pick my brain, get guidance or support in different models and sales management approaches and their probability for success etc.
Pls touch base via Mosaic PM, Linkedin or via my site ausync.biz for some no bull, impartial and genuine advice.
We ha e extensive experience in that area. Please reach me on LinkedIn
I have a tremendous amount of experience in building and rebuilding sales teams in the technology industry. I would welcome the opportunity to talk with you to see if I can help or refer you to someone who can.