by Dave Kahle | May 20, 2020 | B2B sales, sales force compensation
Q. How much responsibility for collections should a salesperson have? A. Good question. This is one that comes up on a regular basis when I’m working with a client to refine their sales compensation plan. It usually is expressed something like this: “Should we...
by Dave Kahle | Jun 25, 2015 | B2B sales, sales force compensation, sales management, selling
By Dave Kahle Q. Dave, I’m finding it difficult to manage my sales people in our straight commission environment. Any suggestions as to how I can get them to do what I want them do? Here are some thoughts. First, let me recommend you go to my website, and read the...
by DaveKahle | Jan 6, 2015 | B2B sales, on-line sales training, sales force compensation
Q. There has been a lot of conversation inside our company about our compensation plan. We haven’t changed it in 20 years. We pay a commission based on gross profit. Would you comment?...
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