Bloomberg Anywhere Remote Login Bloomberg Terminal Demo Request


Connecting decision makers to a dynamic network of information, people and ideas, Bloomberg quickly and accurately delivers business and financial information, news and insight around the world.


Financial Products

Enterprise Products


Customer Support

  • Americas

    +1 212 318 2000

  • Europe, Middle East, & Africa

    +44 20 7330 7500

  • Asia Pacific

    +65 6212 1000


Industry Products

Media Services

Follow Us

Bloomberg Customers

Paying Your Sales Reps

Posted by: Rod Kurtz on April 25, 2007

Many small companies are tapping into or dove-tailing with existing sales channels with limited results. Assuming that the company is linked to the correct sales channel, the problem may be getting the sales rep’s attention. If a salesperson represents 20 products, he or she can present only a limited number of them. The decision regarding which products are routinely presented to customers is based on several factors: what the customer wants, needs, and expects, as well as how much money the sales rep can make from a product.

If there is a time-consuming learning curve for a customer, the sales rep may instead offer products that are obvious to the client. Make your product as user-accessible as possible.

If sales materials are below the standard of other products, a sales rep may not present them for fear that the subpar sales materials would reflect badly on him or her. Hire a company that creates sales materials, and pay for high quality printing and production.

Most importantly, if the sales rep has to choose between a product that will earn them $1 vs. a product that will earn them $10, the $10 product will win out. Pay your sales reps more based on how much they sell. Get them to sign up to sell more for a higher rate of return, perhaps 9% of the gross sale price for selling $500,000 of product instead of 5% for selling $25,000. Rates will depend on industry standards. This is counter to old-fashioned practices, but don’t be shy about sharing the wealth with the person who brings in the cash.

Marilyn Holt, CMC, CEO
Holt Capital

Post a comment



Want to improve the way you run your business? Entrepreneurs, academics, and consultants from diverse industries offer practical advice on a variety of topics each business day.

To submit a tip for consideration, first check our archive of previous tips to make sure you're not repeating a tip someone has already contributed. Then send the tip to Small Business channel contributor Michelle Dammon Loyalka. Because of the volume of material she receives, she may not respond to each individual.

BW Mall - Sponsored Links

Buy a link now!