Sales Compensation Program Resources
Helping you refine your sales force compensation program is one of our specialties. We work with manufacturers, service companies and wholesale distributors, developing and refining plans for inside salespeople, outside salespeople, sales managers, and branch managers. Our expertise is available to you in several ways.
Sales Resource Center || More Sales Resources
Take a look at what Just In Time magazine had to say about us.
Read what Dave Kahle has written about sales compensation programs
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Sales Management Myths: Straight Commission
I had just hung up from a phone conversation with one of my clients. He was commiserating with me on the sorry state of his sales force. He had a group of seasoned, experienced salespeople, each of whom was making a good income on a 100% commission sales compensation program. The problem was he couldn't get them to promote new products or seek new customers. They were content to stay within their comfort zones of established customers and familiar products... {read more} -
Is it Time to Revise Your Sales Force Compensation Program?
If you're paying your sales reps straight commission, you're using an obsolete formula. If you're paying your sales reps a straight salary, you're also using an obsolete formula. Read this article to find out about a much more effective way to compensate your sales staff... {read more} -
How to Get 'Em to Do What You Want 'Em to
A few years ago, it was OK to direct your salespeople to Go forth and sell a lot, but today that direction is not sufficient. Successful sales management in the approaching 21st Century world requires a more sophisticated answer from you than just Go forth and sell... {read more}
Q & A from Dave Kahle
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We are intent on revising our decades-old sales force compensation program. Management is divided. One half favors straight commission, and the other doesn't. What are your thoughts?
In my work as a sales consultant, I am routinely involved in helping my clients revise their sales compensation programs. My company, on almost any day of the week, has an open compensation plan project that we are working on for some client. I say that to let you know that I have extensive experience with sales force compensation programs. The ideas that I am going to share with you arise out of this extensive experience. In my career as a salesperson, I loved straight commission.... (Read more)
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I'm finding it difficult to manage my salespeople in our straight commission environment. Any suggestions as to how I can get them to do what I want them to do?
I spent much of my adult life as a salesperson working on 100% commission. I would not have had it any other way. However, as a consultant and sales educator, I'm generally not in favor of 100% commission programs. Here's why: It is difficult to more finely direct a sales force when you pay them 100% commission. You can ask them to do anything, but if it doesn't allow them to make more money right away, it probably won't get done. For example, you can ask your salespeople to prospect for new accounts.... (Read more)
Buy our Do-it-Yourself Kit
How to Create a Win/Win Sales Compensation Plan.
Don't take chances with this important issue. Let Dave coach you through the processes. Three CD-ROMs, a 30-page reference manual, and a download with spreadsheet templates.
Consulting
Utilize our expertise in the area of Sales Compensation Programs. We can work with you in person, or coach you through our process via email, by fax at 616.451.9412, or by telephone 800.331.1287. For a custom quote call us at 800.331.1287 or contact us to request more detailed information.
Kahle's Kalculation
Simply enter your email address in the box below and click on the Free Copy button. You will receive an Adobe Acrobat .PDF manual that will contain the Kahle's Kalculation spreadsheets you can use to measure your sales productivity, delivered right to you immediately via email.
Keynote Presentation
How to Create a Win/Win Sales Compensation Plan. This keynote presentation by Dave Kahle is a hot topic for most association meetings.
Full-Day Workshop
For companies who want to work on their own sales compensation program. Suitable for sponsoring by associations for their members, or for individual companies.
What people are saying about Dave Kahle...
We realize that hiring a speaker, trainer or consultant is a high-risk decision on your part. One way to reduce the risk is to see what other people have experienced with the speaker or firm that you are considering. In that spirit, we offer these excerpts from some of the letters of recommendation we have received from meeting planners, CEOs, and sales managers from all over the world. click here...
Simply enter your email address in the box below and click on the
Free Copy button. You will receive an Adode Acrobat .
PDF manual that will contain the Kahle's Kalculation
spreadsheets you can use to measure your
sales productivity, delivered right to
you immediately via email.
