HPBEF Pros Cons of Different Sales Compensation … pros and cons of each system ... 2017 HPBExpo...

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Pros and Cons of Different Compensation Plans Joe Milevsky JRM Sales and Management Every retail operation is unique. There is no one-size-fits-all model for sales compensation. This session will cover:: The different ways of compensating The pros and cons of each system How to determine if your method is effective How to determine the amount a salesperson should earn Stress-free ways to change the way you compensate 2017 HPBExpo Education Sponsored by:
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Transcript of HPBEF Pros Cons of Different Sales Compensation … pros and cons of each system ... 2017 HPBExpo...

  • Pros and Cons of Different Compensation Plans

    Joe Milevsky JRM Sales and Management

    Every retail operation is unique. There is no one-size-fits-all model for sales compensation. This session will cover::

    The different ways of compensating The pros and cons of each system How to determine if your method is effective How to determine the amount a salesperson should earn Stress-free ways to change the way you compensate

    2017 HPBExpo Education

    Sponsored by:

  • 1

    Pros & Cons of Different Sales CompensationsSales Compensations

    Presented by Joe Milevsky

    Founder/CEO

    AGENDA

    Introduce myself and JRM Sales and Management, Inc.

    Seminar: Pros and Cons of Different Sales Compensations

    Questions and Answers

    Drawing fill out the registration card

    See us on the trade show floor or call me personally to discuss your issues and concerns

    EVERY COMPANY HAS COMMISSION EMPLOYEES

    We call them owners

    All too often all of the stress of performance is on the shoulders of the fewshoulders of the few

    This decision is best made objectively and not driven by salespeoples fear or the fear of developing a predator-like environment.

  • 2

    THEPROS&CONSOFDIFFERENTSALESCOMPENSATIONS

    Over the years as a business analyst and consultant I have seen every imaginable form of compensation for salespeople. Each client situation is unique and there is no one size fits all.

    iff f i Different ways of compensating. The pros and cons of each system. How do you determine if it is effective? How to determine how much should a salesperson

    earn? How to facilitate a change in the way you

    compensate with minimal stress.

    WHYHAVEANINCENTIVESYSTEM?

    To illicit specific behavioral responses leading to improved performance.

    If those responses are not clearly defined then conflict will likely arise. y

    Those responses revolve around developing a company selling system and holding salespeople accountable for all aspects of it.

    The incentive program should be designed to encourage salespeople to utilize the company selling system and to directly associate that behavior with positive compensation.

    HOURLYORSTRAIGHTSALARY:

    The advantages are: The simplicity to administer;

    Th d t i i th ht t b li i t d The predator image is thought to be eliminated; Provides a more secure and predictable income for

    salespeople; Generally it is easier to recruit

    someone on salary versus commission.

  • 3

    HOURLYORSTRAIGHTSALARY:

    The disadvantages: No matter how well salespeople sell there is no direct benefit. The people that are attracted to this type of environment may be the wrong type of people; Making a decision to hire additional salespeople must be viewed as a large additional expense and not truly based on what is best for your customers.When on salary, very often the better performers are not rewarded. Poorer performers are rewarded out of proportion to their actual sales contribution.

    SALARYPLUSSMALLCOMMISSIONORBONUS

    Often in smaller operations salespeople have additional duties and are unable to exclusively focus on sales.

    This is not an ideal situation but in reality it extensively exists.

    In situations like this some sort of salary may be required to address non-sales responsibilities.

    SALARYPLUSSMALLCOMMISSIONORBONUS

    The advantage is that there is at least some incentive for individual performance The main disadvantage is that the incentive is not great.

    Example: Salesperson A has an hourly salary of $12/hour and is paid 2% on everything that they sell. The $12/hour is roughly $25,000/year. If they sell $400,000 during the course of a year, that is only an additional $8,000 per year. $100 in commission for a $5,000 sale may not get them excited.

  • 4

    GROUPCOMMISSIONSORBONUSES

    The main Advantage is that they encourage teamwork.

    The Disadvantages include the feeling that no matter how well I do as an individual, my team members performance may negate my efforts.

    DISGUISEDCOMMISSIONPROGRAMS

    Such as the constant adjusting of salaries in reaction to previous monthly or quarterly sales performance. The advantages:The advantages:

    It is ultimately incentive based; Salespeople tend not to get as upset about a lost sale since the

    bigger picture is what will happen over the month or quarter; it may be easier to recruit with such a system over straight

    commission.

    The disadvantage is that it ultimately is a disguised commission and may lead to some issues of trust in ownership, etc.

    STRAIGHTCOMMISSION

    (OFTEN SOFTENED BY THE USE OF A DRAW AGAINST EXPECTED COMMISSIONS)

    The advantages include:

    Direct correlation with individual effort and reward

    Adding additional salespeople to achieve the optimum number of salespeople on staff is viewed as doing what is best for the customer and not an added expense

    If I pay salary then the percentage goes up if sales do not proportionately increase as I add additional salespeople

  • 5

    HOWCOMMISSIONIMPACTSYOURBOTTOMLINEVERSUSSTRAIGHTSALARY

    Profit expressed as a percentage is:

    Sales Revenue - 100%COG = 55%COG 55%Gross margin - 45%Operating expenses (includes sales payroll) 40%Profit = 5%

    If I pay 6% of sales it will stay 6% of operating expenses regardless of volume

    STRAIGHTCOMMISSION

    The disadvantages are:As consultants we encourage our clients to hire the best people they can find to fill their sales positions.

    Do not rely on experience alone.y p

    Therefore we often must look outside of the industry to find great people.

    It makes it more difficult to recruit people from other industries that have become comfortable with a set income.

    Throw in evenings, weekends, long hours on their feet, cancellations and the like and the difficulty to recruit strong people from other industries geometrically increases.

    HELP WANTED AD

    Bewillingtowork40to50plushoursaweek.

    Standonyourfeetmostofthetime

    Dealwithothersalespeoplethatmightbejealousofyoursuccess

    Successfullycompleteasaleonlytohavethesaleturneddownbycredit,deliveryandinstallationshowsuplateorotherwisemakesmistakes,etc.causingthesaletobelost.

    Workholidays,weekends,nightsandgonutsduringourbusyseason

    Andohbythewaywepaycommission

  • 6

    SEASONALITY&LEGALISSUES

    Howcanasalespersonmaintainanacceptableincomeduringourslowseasonwhenoncommission?

    Howdoownersmaintainacceptableincomeduringtheslowseason?

    HowdoIkeepthememployed?HowdoIkeepthememployed?

    Wageandhourissuesandtheeverchanginglaws beincommunicationwithyourattorneywhenadjustingcompensationplansandwhenyoulearnaboutlawchanges.

    Salespeoplemustworkthephones,followuponearlierproposals,findoutaboutserviceneeds,etc.

    Seektoevenoutyouryearasbestaspossiblewithnewintroductionsoraddedservicevenues

    MULTILEVELCOMMISSIONS

    Different rates of commissions paid for different levels of performance (typically volume or gross margin)

    The advantage is that this type of incentive seemsThe advantage is that this type of incentive seems geared at specific corporate goals. The disadvantages include the fact that most

    salespeople cannot seem to focus on these types of goals and there appears to be little evidence of their effectiveness.

    KISS principle may be best

    TO COMMISSION - OR NOT TO COMMISSION; THAT IS THE QUESTION

    Commissions may be thought of as the lazy persons sales management system.

    If you could have the best possible sales management system in place and were willing and able to hold salespeople accountable for your selling system processes, then in theory you would not need a commission system.

    Our general experience is that our clients that utilize incentive programs that constitute a majority of their sales compensation, are considerably more successful than those that do not.

  • 7

    DETERMINING PAY SCALESDetermining the appropriate percentage of

    commission to pay depends on many individual company aspects. The following examples explain this concept:

    Company A is in downtown moderate-sized city USA. Its volume is two million dollars per year and the average

    salesperson sells about $300 000 per yearsalesperson sells about $300,000 per year. Minimal income required to keep salespeople is $35,000 to

    $40,000 per year. Incentives may have to be in the 12% area to maintain a

    staff.

    In order to be profitable the company must maintain high enough margins to offset higher salesperson compensation percentages.

    DETERMINING PAY SCALES

    Company B is in big city USA.

    The company relies on low margins and aggressively promotes.

    Its volume is $100,000,000 per year and the average salesperson sells $1,500,000 per year.

    Minimal income required to keep salespeople is $50,000 to $60,000 per year. Incentives must be in 4% area to maintain a staff.

    The lower incentive percentage is needed to achieve profit goals with lower company margins.

    CONVERTING TO COMMISSION

    JRM Sales & Managements clients are very diverse.

    Although we encourage incentive programs, in most situations, there are times that we do not.

    Your decision should be objectively made primarily based on what is best for your customers.

    That in turn will be what is best for your company and ultimately what is best for your salespeople.

  • 8

    CONVERTING

    Converting to an incentive program can be very difficult if it is not done properly. Weigh the pros and cons, seek outside feedback where appropriate and make pp pthe best decision possible for your business.

    Guarantee their income will not go down as long as performance is at least as good.

    Give your people the tools they need to succeed.

    IMPLEMENT EFFECTIVE SALES MANAGEMENT PROCESSES

    Your own selling system

    Setting & achieving different kinds of sales goals

    Measuring the right things

    Staffing your floor based on customer needs

    Training new hires & developmental training Training new-hires & developmental training

    On-floor observation and feedback

    Private coaching sessions

    Follow-through coaching

    Compensation system that is best for you

    Do not let any customer interaction fail!

    FLOOR RULES & CLEARLY STATED COMPANY VALUES

    Along with a selling system that is built around how you want your customers treated there should also be the development of the rules of engagement.

    Fl l t b l l d fi d th t d l ith Floor rules must be clearly defined that deal with situations such as what to do when a customer requests a salesperson that is unavailable.

    Developing any rules without the willingness and ability to hold people accountable for those rules is worse than having no rules at all.

  • 9

    IMPLEMENT VALUES, MISSION, FLOOR RULES AND ACCOUNTABILITIES

    Ourmissionisthatweareclientcentric

    Firstintakesthefirstcustomer

    Nocarding Nocarding

    Salespersoncannotowncustomer

    Customercanownsalesperson

    Ifacustomerasksforasalesperson(nointerrogatingcustomers)whoisnotavailable thesaleismadethesaleissplit

    Handlingofincomingphonecalls

    MEASURE AS A TOOL TO HELP YOU COACH IMPROVED PERFORMANCE

    Ellen $745,089 $463/Customer

    Rick $527,108 $185/Customer

    Roger $963,330 $343/Customer

    Sally $760,265 $269/Customer

    Joan $445,023 $194/Customer

    OPPORTUNITY

    Ellen achieved $463/Customer

    Roger achieved $343/Customer

    If Rick, Sally & Joan could be helped to climb to just $300/Customer.

    They would do an additional combined $658,604

    That Would Be An 19% Increase!

  • 10

    SUMMARY

    Base your decision on what is best for your customer not on fear of creating a predator like environment

    Be transparent ensuring commission reports are timely and accurate

    Rejoice when salespeople earn big commissions

    Give salespeople the tools they need to help their customers and maximize their earning potential

    WeareofferingtoHPBAmembersafree30to60minuteconsultation

    [email protected] mgmt [email protected]

    Ifweareunabletomeetwithyouthisweekthen

    Iwillpersonallycontactyou

    DRAWINGCompletetheregistrationcardfora

    FREEBUSINESSANALYSIS$3,000*Value

    DrawingtobeheldattheconclusionofHPBAsconventionthisweek

    *Travelrelatedexpensesareextra.AdditionalfeesmayapplytobusinessesoutsideoftheUS&Canada,ororganizationsrequiringadditionalpreparationandonsitedays.

    (*mustbetakenbyMay31,2017)

  • 11

    EXCLUSIVELYWORKWITHINDEPENDENTRETAILERSJRMSCLIENTSAREEXTREMELYDIVERSE

    Fromunder1milliontoover100million

    Majorcities/smalltownAmericaandinternationally

    Ineveryimaginablesituation;but3basiccategories:

    Some60%arenotinserioustroublebuttheyfeelstuck;the Some60%arenotinserioustroublebuttheyfeelstuck;thebusinessrunsthem;theywanthelptogettothenextlevel;

    Some20%areextremelysuccessful;theyseekoutsideobjectivehelptoensuretheystaythatway;

    Some 20% are in serious trouble and require immediate turn-around.

    WEBRINGUNPARALLELEDVALUETOOURCLIENTS

    Wehavea16yearproventrackrecordwithhundredsofclients.Whetheryouaredevelopingyourexitstrategyorjuststartingup,wearethechampionoftheindependentretailer.

    Creatinguniquesellingsystemsforeachclient

    Implementingpeoplemanagementprocessesandprocedures

    Increasingoperatingefficiencies

    Developingmerchandisestrategies

    Developingfinancialprocessestoensureyourgoalsarerealizedandyourcompanyissafe

    Wegiveyouaccesstoabroadarrayofintellectualpropertiesandunparalleledindustryspecialists.

    THREEPOSSIBLEOUTCOMES

    IfyoudontbelievethatthevisitisworthwhileYouPayNothing!!

    Youtellusitwasworthwhile youpayourfeeplustravelrelatedexpenses andthatisallwedofornow.

    Youaskusforaproposalonhowwecanhelpyouimplementourrecommendedchanges.

    Wehaveverylimiteddatesavailablefortherestoftheyear.

    Makethedecisiontoday

    toplanforthefutureofyourbusiness.

  • 12

    SPECIAL OFFER

    ScheduleaBusinessPerformanceAnalysisbeforetheendoftheourconvention,andcompleteitbyMay31,2017.

    Simplychecktheboxonthecard

    indicatingthatyouwanttoscheduleit.

    Wewillgiveyou$1,000OFFournormalfeeof$3,000*.

    *Travel related expenses are extra. Additional fees may apply to businesses outside of the US & Canada, or organizations requiring

    additional preparation and on-site days.

    JRM Sales & Management

    1690 Stone Village Lane, Suite 1021

    K GA 30152

    Visit us at our HPBExpo Booth

    Kennesaw, GA 30152

    678-574-0937

    www.jrmsales-mgmt.com

    [email protected] MilevskyCEO/Founder