Episode 152 – A Model for Design Sales Incentive Compensation Plans for Boutique Professional Service Firms
Pro Serv Podcast by Collective 54
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Show Notes
In this session, join Collective 54 member John Kearney, Founder at The Buyer’s Way, as he discusses
how to build compensation plans for the sales function inside a boutique pro serv firm. He will share
how the comp plans need to change as a firm migrates from founder-led sales to a part-time sales force
to a mature fully function commercial sales team. Learn how to figure out how much to pay, the proper
split between salary and commission, the measures to pay commission on, and the costly mistakes to
avoid.