Sales commission management is changing, prepare your team to adapt to that change
We must be up to date and be alert to all the changes that sales commission management is having. 2017, a new year with new challenges and new tendencies we should react to.
First, you’ll notice that some of your salespeople are going to distinguish that success does not stay at an individual level, but is also internal. With good commission management, excellent sales reps will be recognized and at the same time, your sales will increase and have a huge boom. This belief will change the sales reps’ results for good.
If your sales commission management and sales department are experiencing a steady growth and will continue to do so, your salespersons will evolve too. Suddenly, you’ll see they will become trusted advisors, and this will occur quickly but does not have to go unnoticed.
Direct sales is a variable that little by little is going to be more absent in sales commission management. Due to the availability of information on the internet, buyers complete the whole sales process themselves, like an auto service. Salespeople will be there just to assist them in any questions they have during the process. This will turn into a scenario worth considering for sales directors during sales commission management.
We are entering the automation and digital era of sales commission management, what does that mean? Lead evaluation and commission processes are becoming more automated than ever. There are technological tools in the market, like Blitz, that allow sales teams to use a balanced scientific approach to prioritizing leads by assigning scores to different activities that indicate interest and readiness to buy.
A human-technology combination is another important trend for sales commission management. But technology cannot stand on its own, technology and software should be combined with a great sales team. Automating your sales commission management will help in keeping a good track of the commissions for every sales rep, avoid errors and spread the trust within your sales team. Your team needs skilled professionals who will bring results for your commission tracking software to come alive.
Talking about commission tracking and technology, have you heard about Blitz? Perform your sales commission management with a software tool that can be adapted and personalized to your processes and the way you work with your team. Spotless commission tracking will encourage the sales commission management you look for and will encourage more sales business growth.