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Sales Force Compensation - X Marks the Spot
Compensation is usually simpler than most companies make it. Most companies seem to either over compensate or under compensate on salary. Most companies tend to do the same with commissions.
Brokers, Dealers, Private Lenders, and Venture Capital
A broker is defined as anyone who makes securities transactions for others. (The exception to this is a bank.) A dealer is defined as someone who buys and sells securities for their own account, through a broker or otherwise. Most entrepreneurs are looking for start-up capital and for someone else to raise capital for them on a straight commission, with no up-front fees. Only registered broker dealers, and Bona Fide employees, can legally solicit/sell securities for a company on straight commission, with no up-front fees. They always charge an up-front retainer, sometimes called due-diligence fees, before commencing. This fluctuates depending on the complexity of the transactions. Most brokers/dealers avoid startup and early stage companies. A Bona Fide employee cannot be paid commission from the sale of securities.
Collecting From Your Customers
Are You Letting Customers Off The Hook And They Owe You Money?? An old sales manager of mine taught me something years ago. It's pretty simple. He said: "It's not a sale until you're paid."

Will Salespeople Take a Straight Commission Job?
Last week I spoke at the Ritz-Carlton in Phoenix and at Barton Creek Country Club in Austin, TX. I don't recall whether it was Phoenix or Austin where I was asked this question but the question is a good one. Most who wrestle with this issue are asking the wrong question. The correct question should be, "How can I get good salespeople to work in a straight commission environment?"
Sales Best Practices - Not
It doesn't take a rocket scientist to see the difference between company A and B. And it doesn't take a rocket scientist to implement the process either. But it does take more than a 60 day commitment to the new process. When it's been broken for a decade it doesn't get fixed in a calendar quarter.
Are You Kissing Frogs Or Making Sales?
Most of us were taught "You have to kiss many frogs before you meet the handsome prince." The problem is you've probably applied this philosophy to getting business as well! When I first started selling years ago, I was told the exact same thing. My boss actually threw the Yellow Pages on my desk and said "Go Get 'Em Kid!" (I kid you not)

The "100% Commissions Motivate" Myth
There's a good reason why over 97 percent of progressive companies and service industry firms that I've consulted, use a form of a "hungry base plus commission" compensation plan for their sales professionals, rather than employing a straight commission pay structure. The reason is simple, straight commission pay plans demotivate many more sales professionals than they motivate. Straight commissions reward a specific type of sales professional--the top three to five percent of the sales professionals in the top 20 percent bracket.

100 Commission Equals Zero Percent Control
Straight (100%) commission plans do a great job of shifting performance risk to the salespeople. While the company may think it is eliminating risk, it may actually be taking on a bigger risk that could threaten the life of the company itself.

Other straight commission Related Articles

100 Commission Equals Zero Percent Control
Straight (100%) commission plans do a great job of shifting performance risk to the salespeople. While the company may think it is eliminating risk, it may actually be taking on a bigger risk that could threaten the life of the company itself.
Briefing: Investing in People
Mamphela Ramphele, Co Chair, Global Commission on International Migration (GCIM), Geneva, introduced the session by asking the Commission for Africa to outline its central message regarding investment in Africa s human resources, and what recommendations it has made to promote such investmen
And Just What Does That Mean?
Any & all definitions can be found at the USPTO but I thought it'd be nice to take it a step further and put these explanations in easy to understand language. The material in quotes is straight from the USPTO's mouth while the text underneath is straight from mine.
The "100% Commissions Motivate" Myth
There's a good reason why over 97 percent of progressive companies and service industry firms that I've consulted, use a form of a "hungry base plus commission" compensation plan for their sales professionals, rather than employing a straight commission pay structure. The reason is simple, straight commission pay plans demotivate many more sales professionals than they motivate. Straight commissions reward a specific type of sales professional--the top three to five percent of the sales professionals in the top 20 percent bracket.

Recession Proof Your Interior Design or Decorating Business
Maybe you’re one of the many trained interior decorators who have ended up working in retail for a 100% commission. If the economy gets worse and you’re working purely on commission, where does that leave you? Even in good times, if you work for 100% commission you might as well be your own boss and have the freedom to market yourself to new clients rather than being tied to any one store.
High Commissions for Affiliates-Good Marketing or Poor
Why is it that some affiliate programs offer you 50% commission or greater to promote their products or services and others give you a meager 5% affiliate commission? As an affiliate marketer you're always on the hunt for the best products with high commissions for affiliates. But can you guarantee the product is high quality just because the commission is great?

Will Salespeople Take a Straight Commission Job?
Last week I spoke at the Ritz-Carlton in Phoenix and at Barton Creek Country Club in Austin, TX. I don't recall whether it was Phoenix or Austin where I was asked this question but the question is a good one. Most who wrestle with this issue are asking the wrong question. The correct question should be, "How can I get good salespeople to work in a straight commission environment?"
Brokers, Dealers, Private Lenders, and Venture Capital
A broker is defined as anyone who makes securities transactions for others. (The exception to this is a bank.) A dealer is defined as someone who buys and sells securities for their own account, through a broker or otherwise. Most entrepreneurs are looking for start-up capital and for someone else to raise capital for them on a straight commission, with no up-front fees. Only registered broker dealers, and Bona Fide employees, can legally solicit/sell securities for a company on straight commission, with no up-front fees. They always charge an up-front retainer, sometimes called due-diligence fees, before commencing. This fluctuates depending on the complexity of the transactions. Most brokers/dealers avoid startup and early stage companies. A Bona Fide employee cannot be paid commission from the sale of securities.
Non-linear Career Progression
When told that the ‘shortest distance between two points is a straight line’, this familiar maxim has an, inherent, link to the topic of avoidance. A straight line helps us to avoid wasting time, digressive conversations, subtle references to a certain attraction and political malfeasance. The straight-line reference is a way of avoiding behavioral meandering so as to stay focused on what’s in front of you. In the business sector, the phrase ‘cradle to grave’ contract was used to describe the linear progression of a career path. Career advancement reflected a climb up a ladder of a silo in which professional perspectives were shaped by the boundaries of that narrow focus.
How Visioning Changed My Life
Visioning is where my personal effectiveness quest began. In 1974, when I was just starting my straight commission Culligan sales job, someone recommended I read Claude Bristol's book TNT: The Power Within You. The book sparked such an intensity of energy, excitement, and profound new awareness that I couldn't get a good night's sleep for almost a week. Even now, as I thumb through the book and recall that turning point in my life, a shiver runs up my spine.
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