Many factors – healthy relationships with coworkers, opportunities for recognition or advancement, the quality of donuts and coffee in the break room – contribute to an employee’s overall job satisfaction. Without money, however, none of these other things matter, and this is particularly true for members of a sales organization. Good salespeople are competitive, and the best among them get a rush from setting and meeting ambitious goals. But they also enjoy eating and paying their mortgages, as do their employers. And that’s where compensation enters the equation. A good compensation plan is a powerful recruiting tool, and properly structured, it will enable both the rep and the company to succeed financially.
As if intense competition for equipment sales and service revenue weren’t enough, independent copier dealers are hip-deep in another imposing challenge these days. Where are the OEM-certified, experienced service technicians required to support the dealer’s customers and business model? What does it take to land a technician with the machine-specific skills, connectivity knowledge, positive attitude, and many other attributes that add up to a top performer?