Maintaining Your Reputation by Honoring Commitments to Your Staff and Retaining Good Reps

Many companies feel that once an employee leaves or is let go they are done with them. Far from the truth when it is a Sales or Marketing staff member. If you have an agreement with a Sales rep for example and the commission or other compensation that post dates their employment, not paying them can cost 10s or multiples of the amount you did not compensate them. Some companies make the mistake of changing Commission structure periodically as they are fairly new or otherwise not really ready for business, this is like treating employees like cattle, this is the dictator approach, "make your numbers" shouted or messaged to reps periodically like a cattle prod. Prime examples of this are companies that start paying Reps and realize they are paying too much or feel that a rep is "making too much money" so they lower or "SHARE" commission pools and raise expectations to limit the amount that anyone can earn. Traditionally that is just greed on the behalf of the company. What usually happens the top Reps take so much of the pool that the other reps cannot earn good money. Then the company has to either lose the higher earning rep or just allow the others flounder and hope they can hire better reps to replace the ones they lose. Eventually if the company has multiple clients they lose clients and reps due to lack of productivity. There are multiple structures that can avoid this issue on a proven Commsission structure that not only promotes Higher earning Reps and mentors others or attracts the better quality reps instead of constantly hoping the best will happen by or just hiring a large number of lower quality Reps just to make sure they can hit the necessary metrics or numbers. This a just a very bad practice and can never be part of a formula to growing a company, it is really the best way to constant chaos and failure. Contact me to go over or receive these methods.

These are typically companies that try to create a culture of "family" as long as you can service the company needs and if a rep excel to a higher level they cannot contain you to a level with the other reps they feel the need to get rid or a higher performing rep to accomodate the lower perfomers to keep quantity over quality, there is a word for this where everyone earns about the same and nobody stands out but, I will let you draw that conclusions.

If a sales rep is responsible for bringing in business they can just as easily take that business with them and, if they were not compensated for a client, they will not feel nor are they obligated to "stay away" from that or other clients, whats more is that other Sales reps and fellow employees, and clients will see the lack of integrity the company has had with the ex-employee and likely will not feel loyalty to the company since the company does not honor any obligations. The Company Culture and Attitude comes mostly from the top down. If employees are not pushing the limits for the company likely is that it comes from management integrity or the lack thereof.