Free Special Resources
Get Your FREE Special Report. Download Any One Of These FREE Special Resources, Instantly!
Featured Special Report
Claim Your Free Cost Per Hire Calculator
This handy calculator lets you plug in your expenses for recruiting, benefits, salaries, and more.

Graphs automatically generate to show you your annual cost per hire and a breakdown of where you are spending the most money.

Download Now!
May 08, 2010
Sales Compensation: Rewards and Payment Timing Can Increase Profitability

In a BLR webinar entitled "Sales Compensation Strategies: How to Motivate and Re-Energize Your Sales Staff in a Challenging Economy," Dan Kleinman, principal of Dan Kleinman Consulting, a compensation and human resource consulting firm, encouraged the use of rewards, outside of actual sales, to acknowledge cost reduction actions.

For a Limited Time receive a FREE Compensation Market Analysis Report! Find out how much you should be paying to attract and retain the best applicants and employees, with customized information for your industry, location, and job. Get Your Report Now!
  • Maximizing all sales channels
  • Reducing travel expenses
  • Negotiating better terms with low-margin, high-volume clients
  • Timing closes to fit production schedules
  • Selling product in stock
  • Minimizing special deals and related customization

Additionally, time payments for the best overall impact for the company and its crew:

  • Pay, at least partially, when dollars are received rather then when sale is booked or shipped.
  • Avoid paying residuals (annuities) unless real selling is taking place.
  • Don't pay a premium for ticket-taking.

Dan Kleinman is the principal of Dan Kleinman Consulting, a California-based compensation and human resource consulting firm. For the past 18 years, he has served as an independent consultant for a broad spectrum of regional, national, and international companies, providing compensation, performance, organizational planning, and reward-system design services. He may be reached at

Featured Free Resource:
Cost Per Hire Calculator
Twitter  Facebook  Linked In
Follow Us
Copyright © 2017 Business & Legal Resources. All rights reserved. 800-727-5257
This document was published on
Document URL: