Wholesale Distribution
Success story: Mayer Electric
Before starting with NetCommissions, their sales commissions process was a spreadsheet based process was time consuming with infrequent reporting to the field sales team.
For Wholesale Distributors, sales strategy and the roles of reps is changing; the various responsibilities of the multi-faceted ‘generalist’ role of the field sales reps is being fragmented with responsibilities such as expediting, order taking, technical support, etc. being spread amongst multiple roles.
With responsibilities increasingly being shared amongst several roles, field sales is being tasked with focusing on the highest value add activities in the sales process as support roles pick up increasing amounts of responsibility. With sales efforts shifting from a ‘lone ranger’ self-directed sales strategy to team based management directed sales strategy, organizational alignment is critical.
Sales compensation is shifting from a world where a one size fits all ‘Gross Margin’ based plan structure to one where unique sales and customer facing roles have unique incentive plans to support each role.
Can you update and communicate changes to you commission plans quickly and clearly enough as company strategy & goals change? Are you doing everything you can to help your front line sales teams understand the goals and rewards available for sales activities that are aligned with these goals?