How to adjust your sales people’s pay structure to get better results
David Burden is the chief executive of Webfirm. He provides some insight into how he restructured his sales people’s pay to improve results.
“We reduced their commissions down to about 10-15% and we gave them a base salary and a car allowance, just to give them a little bit of comfort. And those guys that are still with us have really kicked on. And I’m pleased to say that most of our sales guys have got the capability and some are earning over $100,000 per annum now. It’s a system that’s working.
“In addition to that, a lot of our leads are generated through telemarketing efforts and the technology provided inside the telemarketing teams was quite woeful. None of the telemarketers had a computer on their desk when I walked in the building and they were using physically the Yellow Pages and local papers for generating leads. None of that was being recorded so obviously that changed dramatically with a brand new CRM system and a lot better lead management with automatic email leads to salespeople, so we could act a lot more quickly.”
Read more on David Burdern and Webfirm.