Ellis Paperbox added Eagle Systems' cold foil unit to a new Komori press, pleasing customers looking for shine at an affordable price.Read more
Fluid preparation and delivery may be ancillary to the coating process, but they are critical to the coating outcome.Read more
PFFC's "Static Beat" columnist Kelly Robinson is part of expanded "Ask the Experts" program. Kelly and "Coating Matters" columnist Mark Miller present at CEMA …Read more
News | New Products
StayClean packaging recognized by World Packaging Org.
Company says line now offers reduced temperature and pressure, a simplified process, and improved quality
Films feature a protective layer said to offer good resistance and feature a paper-like matte finish
Company acquires Canadian supplier of corrugated displays, as well as Tencorr Packaging, a Canadian corrugated sheet manufacturer
Conference, held in Sweden, reportedly offered a forum for shared perspectives on narrow web trends, challenges, and opportunities
MilCorr FR VpCI shrink film is said to provide universal protection to parts when used as packaging
Technology allows large format mailers to send 6x9 in. outgoing envelopes that convert into smaller envelopes for return mailing
Directories | Reports
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Most Recent Posts:
- August 22, 2013
Let’s remove some of the insanity from the sales process. We have a very different customer these days thanks to changes in online resources. It’s time to rethink how you approach the market with incentives for your frontline sales force. Are your commission structures actually promoting behaviors that keep your revenue growth stagnant?
First, double-check your sales model. Commissions need to promote behaviors you want your salespeople to execute. What percent of sales growth is tied to new products or services versus reorder of existing ones? It’s human nature to sell what you are comfortable with, but the point of having a professional sales team is to push the bounds of your customers' comfort zone and move them into higher efficiencies and/or quality with your new technology. If the commission is the same on new and existing products, it’s much easier for a salesperson to have a customer reorder product instead of stretching him/her to purchase the new technology. There are issues with new technology that justify the increased commission… education, cost justification, challenges of new installation, and more. External sales teams should focus on new product sales, experiencing high commission incentives for selling new technology and low commission incentives for reselling existing products, which can be handled by more of an order-taker skill set.
Stop motivating your expensive field sales team with incentives to be “order takers.” Spread incentives wider than field sales, but keep that frontline team lathered in income potential. Top salespeople should make more money than their managers if your incentive structure is properly set up. If done correctly, you will slow down the craziness of trying to grow sales by doing the same things you’ve always done and increase organic, sustainable long-term growth with properly motivated sales and marketing team members.