Compensating Sales Professionals Research Assignment - 550 Words

Compensating Sales Professionals Research Assignment (Essay Sample) Content: Compensating Sales ProfessionalsStudents Name:Institutional Affiliation:Compensating Sales Professionals Sales professional compensation should be undertaken in firms in a fair way that considers not only the volume of sales but also the customer satisfaction. The problem facing Cyber Tech Inc. is that the management of the company only gives commission to the field sales professional by sales volume. Sales compensation should coincide with the customer satisfaction. Some sales increase only when the consumers who have used a certain product give a good feedback about the products. While introducing new products to the market, the organization should follow the stages of development of a new product (Bhuiyan, 2011). This paper gives a recommendation on how Cyber Tech Inc. can use customers feedback as a way to rate their salespersons for compensation. Thus, increase the sales of their new product due to customers satisfaction. Cyber Tech Inc. is a business to consume r type of business hence most of their plans should be for the benefits of the customers. The sales persons need to understand their customers for successful sales. The target groups for Cyber Tech Inc. are the previous customers who had bought M1 and needed to improve, and other potential clients. The sales persons need to be motivated to maintain good relations with the customers (Sturman Ford, 2011). A successful compensation system must be planned strategically by all the stakeholders (Straughan Lynn, 2002). The field professionals should join hands with the professionals at the headquarters to come up with the right method to approach the customers. For example, they can agree that those in the field should give instructions to the buyers on how to use M2 then the professionals at the headquarters receive feedback from the consumers. The commissioned salespeople are believed to close sales at the expense of customer satisfaction. Thus, using feedback as a way of rating the sa lespeople in the field is the methods that will make the salespersons in the field improve their approach to the buyers as explained below. The company can change its plan for compensation from the volumes of sales to the consumers feedback. The field professionals complain that if they take their time to help the customer understand the operation of the new product, they only serve one customer a day. If they serve one customer a day, they will not get as high commissions as they used to get selling the M1 products. Conversely, the customers need to understand how the M2 products work. Therefore, while selling the M2 products and following the same compensation plan, the field sales persons do not benefit. When such a challenge arises, a company should consider changing its compensation policies to fit all the parties involved. A company can rely on the feedback given to them by the customers (Frankwicka, Porterb, Crosbyc, 2016). For example, they can collect the contacts of the c ustomers who have bought their products, ask them questions regarding the services offered to them by the sales persons. The sales persons with the best rating should get a high compensation. The customers will get better services hence creating a better image ...