A pretty funny statement, with a lot of credibility... This quote originated almost twenty years ago but it makes a good point. The more you drive, the more you get reimbursed in mileage expense. When you were having a bad year, mileage money each month was better than nothing. Plus, it creates the perception that you are out busting it and your numbers will be turning around.
Let's review some basic principles, so you don't fall into the above predicament.
The sales professional's goal: to have a nice size carrot out there where it is easy to figure out how you going to be paid and confirm that it is accurate, rewards you for growing your business, and is competitive for your vertical market.
The company's goal: to provide fair compensation, make sure it is earned, and reward those who bring in business to achieve the company's goals in revenue and profit.
Are your incentive plans designed so that even when your sales team falls behind, they are still in the game and out truly working hard and smart each and every day? Are your sales incentive plans in full alignment with the top three goals for your business? Businesses generally thrive in the first and fourth quarters when extra effort is there to get off to a good start and to finish strong. Make sure your plans and your trainings target the full year and you will get amazing results.
It is proven that employee training improves employee engagement. Many firms today do an incredible job of training their employees on products and services, but fall short on incorporated sales training. Large firms can spend well over $1,200 per employee annually and employees can spend an average of 32 – 40 hours per year on training but not all firms can do that. Studies show multi-day sales training events are effective for a short period of time but much is lost within days to several months. Quarterly training and refreshing is much more effective as it continues to reinforce skills and successes.
So where does a firm like Armor Assets™ fit in? Are you providing your sales teams with training on Business Acumen, Sales Skills, Account Penetration, and Developing Customer Relationships? Are you doing it frequently enough for everyone to realize it’s an ongoing process?
Armor Assets™ takes what many courses cover in days and does the same thing in hours. The courses provide an interactive experience where real situations your sales teams are faced with are discussed and strategies are developed. It is sales training that is simple, fun, pain free, and priced significantly below some of the training that is promoted today. Take a look at the website, read the testimonials, and leave the driving to someone else.