In this Expert insight interview, Tim Bucciarelli discusses the new age or unconventional approaches to enhance the sales structure. Tim has extensive experience as an eCommerce Director. He is well-versed in digital marketing, IT operations, and business strategy for online ventures. He investigates the ins and outs of each potential client’s business to identify problems, and prospects, and find technical ways to get better results.
This Expert insight Interview Discusses:
- New maneuverings to improve sales structure
- Potent & Non-exclusive sales structure
- Why do organizations need to focus on sales structure?
Sales structures have stayed static over a long time either through commission or non-commission incentive systems. To stand out from the competition in a long run businesses need to think out of the box to improvise their sales structure. There are a lot of creative ideas in the world of compensation especially when it is about refiguring the incentive structures. Many organizations and restaurants rely on table service and tips for the incentives and compensation structure.
Traditional commission structures followed by companies incentivize some behaviors that are not in line with their business goals. It may be possible that commission works as the lifeblood of sales for some of the salespeople but it is not fruitful in the long term. It is believed, that the better you are, the more money you can make. Although the commission system influences the salesperson to make commitments that can make the deal faster, it may be harmful to the operations team. Businesses should try to sell as a company rather than an individual.
No Commission Idea
There is a challenge of attribution (sales or SEO-driven attributes) when it comes to no commission idea. Both the marketing and sales department usually get into an ongoing complex battle to get the credit for the deal. Instead of giving commission to the salesperson, organizations must appreciate teamwork. They should increase the salary bar of the respective team to achieve the ultimate goal of lead conversion.
In the commission system, salespeople focus on converting the lead. However, companies should concentrate more on client engagement than lead conversion by opening up the lines between the operation and marketing team. Employees/salespeople should know the business requirements and services they are offering to their clients.
Removing commission and allowing everyone to equally benefit from the lead will help in achieving goal and profitability that will build a greater sense of team rather than a solo person to get the credits.
Clients want to be heard, acknowledged, and understood. Clients’ trust in your companies grows when they realize they are receiving first-rate service. Businesses should shift to creating value, creating community, and creating demand rather than going out and finding leads.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.