Flexible Packaging Assn. presents highest achievement honors for sterile bags and vacuum skin packaging.Read more
Enterprise Labeling Solutions offer an efficient way to meet the needs of OSHA compliance for labeling of chemicals.Read more
At well over 1 million sq ft and growing, the triennial plastics showcase will have operating equipment at 400+ booths.Read more
PFFC's "On Print" columnist Dene Taylor will present educational session on packaging.Read more
News | New Products
The SWIFT system is said to allow brand protection and security at high volumes for an affordable cost
Duropack, now part of DS Smith, has raised its market share in Europe and sharpened its focus on packaging, reports OEP
Company will launch enhancements to the integration with EskoArtwork at the upcoming DSCOOP X event
Metallized BOPP film is said to provide good barrier and a treated surface for printing, as well as good heat seal strength
The 8000Tdi web gauging system features a high-powered processor that capture and shares information in real time
POP 2015, targeting the entire supply chain for package printing, will feature brand owners as well as machinery suppliers and printers
Guardian chucks offer new handwheel, journal seat, and housing design
Directories | Reports
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- 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.