“What do you need today that you’re not getting?” – Henry Kravis
Do you rate the performance of individual salespeople?
Joe Worth uses four categories to rate the performance of his individual salespeople:
1. ABSOLUTELY CRUSHED GOAL (Commissions should at least double their base salary, with no cap on earnings.)
2. EXCEEDED GOAL Commission of up to 100 percent of their base salary.)
3. MET GOAL (Pay the base salary, which is set just enough for the person to get by. This will motivate them to work harder.)
4. DIDN’T MEET GOAL (Goodbye. There’s no excuse for paying salespeople who don’t pull their weight.)
“Who’s going to disrupt this company or industry?” – Henry Kravis