Label Printing
Label Printing Business Tip #17:
Incentivize the right sales behaviors. Is your sales team selling your most profitable products/services, or are they selling what’s most profitable for them? Ideally, these are the same thing, but often times they’re not. Salespeople are naturally going to gravitate to the easiest things for them to sell, that they will get the biggest commission from. Duh! Making as much money as you can with the smallest effort makes sense. The trick is to be sure that you really are incenting the right behaviors.
Do you need a certain loss leader product/service to sell because it leads to sales in complimentary, more profitable business? Make sure you’re paying your sales team nicely to sell your loss leader! Do you need to reduce inventory? Same deal.
Steps to take: Set quarterly sales targets, minimums, and accelerators. What’s a minimum? ‘If you don’t sell 50% of quota, you don’t get a commission’. If they top the sales targets, they get an accelerator- a nice bonus or a bump in commission. Set these every 90 days so that on a quarterly basis you can determine what needs to be sold, and incentivize your salesforce to do just that.
Label Printing Business Tip #18 next time!
