Manage Better: How to Coach the “Not So Nice” Salesperson

Manage Better: How to Coach the “Not So Nice” Salesperson

You know this salesperson. She (or he) is really strong as a salesperson, but she just isn’t that likable. The unlikable salesperson doesn’t care much what people think of her. In her mind, she needs to do the job she was hired to do.

She might be highly driven to success. She might be highly motivated by money. But she doesn’t do things for your reasons. She does them for hers. Closing business is more important to her than whether people like her. She commands respect and her clients value her. Internally, though she might cause issues. She might be demanding […]

How to Construct the Right Sales Compensation Plan

How to Construct the Right Sales Compensation Plan

I have recently had multiple discussions with business owners and CEOs about appropriate compensation plans for their sales teams.  Clearly there is not a “one-size fits all” plan,  but I thought I would share some thoughts that I use as guiding principles to help business leaders construct the right plan for their situation.

There are a couple of basic foundations that might seem obvious, but don’t always translate well to a good plan.

1. Incent the behavior you want.

This is obvious enough, but I am constantly surprised by compensation plans that are no longer relevant, because the business has changed, or the […]