In an industry awash with data, the issue of POS (point of sale) information being shared to ensure independent manufacturer representatives are compensated for their efforts continues to be an issue. And with COVID significantly impacting industry revenues for many, distributors who do not properly report sales through regional / central distribution centers and manufacturers … [Read more...] about POS is About Getting Paid for Effort
point of sale
Aligning Compensation with Channel Selling
A core philosophy in developing sales compensation models is to reward salespeople for what you want them to do ... which is sell. Salespeople need to be aligned with their company\'s, and in the case of manufacturer reps their manufacturers, goals. Historically for electrical manufacturer reps this typically related to selling to electrical distributors and their agreements … [Read more...] about Aligning Compensation with Channel Selling
