| By nature, sales and business development are | | | | compared with other salesmen or saleswomen. |
| extremely different from any other position in most | | | | However, when seeking to give a sales representative |
| companies as organizations can actually quantify the | | | | a raise and figuring out the amount of that raise, the |
| worth of a professional account executive. An | | | | company must take into account more than just the |
| example of another industry in which you can quantify | | | | base salary of the sales professional. The other |
| the worth of employees is a hedge fund and the fund | | | | expenses which should be factored into the payment |
| manager's investment ROI. With that being said, | | | | package for a typical business development |
| nobody can gauge whether the accounting | | | | professional includes health insurance, travel, home |
| department's credits and debits and subsequent | | | | office expenses, cellular phone costs, the profit margin |
| performance are worth what your company is paying | | | | for each sale and more. If the profit margin is quite |
| them. Also, try and try again, but you cannot pinpoint | | | | beneficial for each sale the individual is making, a |
| the return on investment you are getting from your | | | | percentage raise relating to commission should be in |
| human resources group. This doesn't mean that they | | | | order. |
| are less important, however, salespeople are unique in | | | | A company should expect that their top sales people |
| the fact that the amount of revenue they bring into the | | | | will eventually ask for a raise in their base salary. In |
| company, or their "worth" to the business is very | | | | most cases, a company should pay it. If they don't, |
| apparent and can be calculated almost instantaneously. | | | | there are many organizations which are more than |
| Since a good sales representative is truly hard to find, | | | | willing to fork up the money to acquire this person. |
| an effective management team will immediately | | | | Remember that you are not the only show in town. |
| compensate the rep. generously upon seeing good | | | | As recruitment specialists, it is our job to find these |
| sales numbers from their work. There is nothing worse | | | | salesmen and saleswomen. We are constantly coming |
| than having a great sales professional only to lose him | | | | across cases where we find candidates who are |
| or her to a competitor due to a lack of perceived | | | | willing to look at other hiring entities simply because |
| corporate appreciation of his or her work. Much of this | | | | they feel underappreciated and under compensated at |
| perceived appreciation is in the form of salary. | | | | their current company. Companies have to keep in |
| Therefore, it is essential that a sales manager, an | | | | mind that commissions are heavily taxed and the |
| employee in HR or somebody in the accounting team | | | | pressure of having to work off of commission only |
| keep close track of how much each account | | | | can have negative effects on performance. Keeping |
| executive within the sales division is currently selling. | | | | your salespeople happy is essential to their success |
| To get an even more exact feel of the corporate | | | | and is essential to your company preventing turnover |
| worth of a salesperson, their sales numbers should be | | | | and losing great sales professionals. |