W EEKLY EDITION JUNE 20, 2018
Survey of Sales Staff Reveals Rapid Change …continued
By Karleen Kos, PSAI Executive Director
The graph below shows that company culture and management effective ness were rated as the most important to
salespeople, while base compensation was rated significantly lower:
This sales statistic tells us that managers and sales organizations should focus on having great company culture and
management effectiveness.
So often, companies spending a lot of time focusing on compensation structures and – while everyone expects to be
rewarded for delivering sales – the "right" compensation structure appears to matter way less than the company
environment.
Of course every company is different, but portable sanitation firms tend to offer some great work environments and
stand - up colleagues. Think about how you can emphasize this in your sales recruitment process. To know us is to love us,
right?
Sales Statis tics #14: Non - top performers do a lot more talking.
Sales people are often known for their outgoing, talkative personalities. The real question is this: do they know when to
stop talking? Do they know how to create a conversation with the customer that is less about selling what you have an
more about meeting the customer's needs? That's what it takes to be a top sales performer.
This is a huge distinction.
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