A sales manager called me last month asking which comp plan drives better performance. Pure commission on volume? Or balanced scorecard with multiple metrics? I said: Depends what you're optimizing for. His top rep last year made $210,000. Ran 380 appointments. Closed at 24%. Averaged $18,200 per ticket. Quit in February. Told the manager: I can't do this anymore. His second-highest earner made $147,000. Ran 235 appointments. Closed at 39%. Averaged $22,100 per ticket. Still there. Still perform
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