Dec 5, 2017
Justin Clark is the Director of Sales for a janitorial and packaging products distributor. Over time, Justin’s company found sales reps spending more time auditing their paychecks than selling. They also found the commission-based sales plans failed to motivate reps to do the best for their customers. To overcome this challenge they moved their sales staff to a pure performance review based salary plan. In this interview, Justin shares the story of how they were able to make this extraordinary change in their compensation plan.
Because of these challenges, Justin slowly created a transition plan to move the organization.
Once the final plan was finalized it was found to contain:
Since the plan has been in place, the results contain:
Now that they’ve reached success, Justin has some clear advice for others interested in changing their compensation plan:
Commission-based sales plans no longer exist in Justin Clark’s sales department.
Connect with Justin on LinkedIn and learn further details.
The post Why Commissioned-Based Sales Plans Fail to Work with Justin Clark appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.