EVOH allows conversion from foil and metallized film laminations to co-extruded barrier films.Read more
Mark Miller helps you identify the right material selection for tooling that will carry fluid to your substrate.Read more
Product and Technology of the Year Awards praise Hazen for Titleist golf ball sleeves and cartons and SAM N.A. for slot die with internal …Read more
Web handling expert Tim Walker offers three options for this machine direction folding process.Read more
News | New Products
Now offering smaller, 250mL recyclable, BPA-free cartons for easy storage in backpacks and lunchboxes
Multilayer films lend insulation to NASA Magnetospheric Multiscale components and vehicles in space
The event will chart pathways to growth success with a number of presentations covering industry research
The NW210-E Inkjet UV digital narrow web press makes it first home at the p-s label converter
EcoTag I and 2 synthetic paper is said to offer high quality type and other properties in demanding narrow web uses
Company will feature live demonstrations of lamination and web handling at opening of new, larger North American location
Frito-Lay floor stand honored as Temporary Display of the Year and Most Creative Temporary Display
Directories | Reports
PFFC brings you exclusive White Papers from our online sponsors.
Visit Kelly on Static from Static control expert Dr. Kelly Robinson, president of Electrostatic Answers; Kelly has 27+ years of experience in problem-solving and consulting.
Visit Tim's Web Lines to handle and wind your paper, film, foil, and similar products. Take advantage of Tim’s 25+ years just like over 100 converters have.
Visit Mark's Coating Matters from fluid coating expert Mark D. Miller; Process improvement and project management for precision roll-to-roll coating applications.
Visit Marketing Mojo for dynamic marketing insights from Stephanie Millman that inspire new ideas on how to stay on top of your customer’s mind.
Visit Yo’s Yarns to share the thoughts, impressions, experiences, and news that impact the converting industry. . . or anything else that happens to be on her mind!
Visit Tom's Poly Ploys, where Tom will be writing on various topics that the typical polymer processor would encounter on the job.
- August 22, 2013
Let’s remove some of the insanity from the sales process. We have a very different customer these days thanks to changes in online resources. It’s time to rethink how you approach the market with incentives for your frontline sales force. Are your commission structures actually promoting behaviors that keep your revenue growth stagnant?
First, double-check your sales model. Commissions need to promote behaviors you want your salespeople to execute. What percent of sales growth is tied to new products or services versus reorder of existing ones? It’s human nature to sell what you are comfortable with, but the point of having a professional sales team is to push the bounds of your customers' comfort zone and move them into higher efficiencies and/or quality with your new technology. If the commission is the same on new and existing products, it’s much easier for a salesperson to have a customer reorder product instead of stretching him/her to purchase the new technology. There are issues with new technology that justify the increased commission… education, cost justification, challenges of new installation, and more. External sales teams should focus on new product sales, experiencing high commission incentives for selling new technology and low commission incentives for reselling existing products, which can be handled by more of an order-taker skill set.
Stop motivating your expensive field sales team with incentives to be “order takers.” Spread incentives wider than field sales, but keep that frontline team lathered in income potential. Top salespeople should make more money than their managers if your incentive structure is properly set up. If done correctly, you will slow down the craziness of trying to grow sales by doing the same things you’ve always done and increase organic, sustainable long-term growth with properly motivated sales and marketing team members.