Max is a business owner. He hired a salesman about a year ago. Max put him on the same compensation plan that his other sales people were on (a small base salary with an incentive).
The guy has done a phenomenal job. Max’s company is showing record sales and profits, largely due to this sales person. But here’s the problem: this salesman is now making more money than Max.
Max wants to know if he should adjust his salesperson’s compensation.
What should you do about this, Max? Here’s what we think …
Here’s why …
Is it costing too much?
It is possible to over-compensate your people. You can’t design a system where a small number of top performers win bigg while the company loses money.
But that’s not the case here. You’re also making more money, Max. So if it ain’t broke, don’t fix it!
Handle with care
We’ve heard of great sales people who were let go when a situation like this occurred. It does happen. But remember the nursery rhyme about the goose that laid the golden egg?
This sales person is the goose. Handle him with care. Like the old Proverb says,
Your bigg payoff
Don’t miss the bigg picture. The bigg payoff for owning a business often isn’t what you make each year. It’s what you make when you sell it.
You’re building an asset whose value is based on the income of the business, sometimes called owner’s cash flow. As your bottom line increases, so does the value of your asset. That’s your bigg payoff.
How you can get paid more
You’re making record sales and profits so you can probably afford to add another salesperson. Before you do, look at your infrastructure and capacity to make sure you can support an additional salesperson.
If you can, then go for it!
There’s a good chance, if you do that, you’ll be the highest paid employee of the company again!
Model this employee
We would suggest cloning, but okay … we won’t go there!
So try to find someone with traits and characteristics similar to this salesperson. To do that, think about what you know about him.
What industry did he come from, if he came from outside your industry?
What experience did he have?
Are there any other clues you can get from his background?
If you did a personality assessment as part of your hiring process, what did his look like?
And ask your sales person if he knows anybody who might work out well. Bigg goal-getters know bigg goal-getters.
Thanks Max for sending us your bigg challenge. We wish you bigg success!
(Image by forwardcom)