News from the Safety Equipment Distributors Association
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February 2006 return to the newsletter contents page What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution by Mike Marks and Mike Emerson, Indian River Consulting Group |
"Indian River's research confirms what
they have been preaching for years: Compensation programs are effective
only if they exist in an environment of clear and actionable objectives
with real sales management. This book goes much further than just
providing research results; it supplies a comprehensive process on
avoiding the common pitfalls companies make when redesigning their
compensation programs and walks the reader through effectively designing
and implementing compensation programs that support company objectives."
Patrick M. Visintainer
Senior Vice President, Sales
Airgas, Inc.
Take this little quiz:
To increase market share, a wholesale distribution firm should pay its
outside salespeople
A. Commission, to keep them hungry.
B. Salary, so they think beyond the short term.
C. Some combination of A and B.
D. It doesn't matter.
Our hunch is you didn't pick D. But, say the authors of this eye-opening book from NAW's Distribution Research and Education Foundation, there is absolutely no relationship between your sales incentive plan and your likely gain or loss in market share.
In fact, here's what matters most: setting
an objective, getting management to use it in rating salesperson
performance, and making sure your whole team buys in.
Click here to order a copy online.
Cost is $89 for SEDA members. Employee Compensation and Incentive Plans will be a topic for discussion during the Best Practices Round Tables at Safety Week 2006, June 25-27.
© 2006 Safety Equipment Distributors Association
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Important links from this article
National Association of Wholesaler Distributors
Notes
SEDA members receive discounted prices on NAW publications and services by virtue of SEDA's NAW membership.