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How do you determine fair compensation for a sales rep? It’s a meaningful question for any company looking to expand their sales, because ultimately those sales reps will determine how much revenue you can generate. Finding that right number is a balancing act of base salary, incentives, the sales cycle and many other factors. It can be tricky to get it right.

In this episode, host and business coach Tom Ryan considers one example for creating optimized pay in a sales organization. As always, Tom is joined by co-host Jason Pyles. To catch up on the “Four Ps of Sales,” check out: Overview; “Process” (Part 1, Part 2, and Part 3); and “Performance”; and “Pay” (Part 1) Continue reading →