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“Selecting & Training the Best Sales Reps Helps Little if You Can’t Retain Them.”

If you’ve worked hard to build a world class sales force, it’s worth spending the time to determine how to best compensate those carefully selected and trained sales people to utilize their best abilities.

Some basics of selling are common to all situations, but the type of listening, method of closing, and even the style of handling objections vary greatly for customers at the different stages of product/market life cycle.

“Principles of Sales Compensation” offers guidance on how your sales rep compensation should change as your product/market life cycles change.

For ideas on compensating different types of salespeople to satisfy different types of customers, we recommend you read “Principles of Sales Compensation,” which covers:

  • Basic principles that shape compensation plans
  • Critical skills and behavior
  • 16 characteristics of plans that work
  • Evaluating the role of sales

Request “Principles of Sales Compensation”