Sales Commission Structures That Drive Growth

Many CEOs fear that they don’t have the right incentives in place for growth. There are often two situations:
A) the salespeople have built a nice book of customers and are busy managing that base. Their salespeople are content with their compensation, so they spend very little time doing the hard work necessary to bring in new business.
Or B) The sales force is so focused on getting new business that there’s an alarming rate of attrition among the existing clients because no one is paying proper attention to them.

Here is how to create a commission structure that will drive growth.

About Gary Braun

Gary is a founder and co-owner of Pivotal Advisors. He has worked for 20+ years as a salesperson and sales leader. Gary has been a guest speaker for many groups such as Vistage, Allied Executives, CEO Roundtable, Sales Management Association, and more. If you want to find out more about Gary check out his profile here.

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