Upcoming Webinar: Compensation Plans for MPS
You can't expect your managed print services program to get off the ground without compensating your sales reps for MPS sales. Mark Shelton, principal of MPS results, will be presenting our free upcoming webinar, "Compensation Plans for MPS." Register today and join us on January 27 to learn how to effectively design and implement an MPS-specific compensation plan.
Shelton will share some real life scenarios he has encountered when working with clients to develop their MPS business plans. The stories range from businesses that had compensation plans for MPS but didn't tell their sales force, to businesses that were paying out too much in sales compensation and ended up with little profit.
It makes logical sense that sales reps will sell what they get paid to sell. Continuing to use a compensation plan originally developed for transactional hardware sales, for example, in no way encourages a sales rep to pursue MPS sales. Shelton will discuss how to align your compensation plans to target specific business goals: increased pages under contract, increased number of accounts, increased hardware sales, etc. In addition, he will explain different ways to balance salary- and commission-based compensation to get the results you want, and how to develop a mechanism for discouraging below-expected performance.
Once you have designed an effective compensation plan for MPS, you need to roll it out properly to your sales team, create supporting documentation, and ensure it meets compensation regulations in your area. Shelton will share best practices for all of these tasks in addition to how to encourage collaboration—rather than competition—between transactional sales reps and MPS specialists.
At the end of the webinar, Shelton will be available to answer attendee questions about MPS compensation plans. Whether you're just starting out in MPS or you've been in the game a while with less than ideal sales results, this free webinar will give you an opportunity to learn how you can boost your sales results and achieve your business goals through properly designed compensation plans. The critical area of sales compensation is worth a second look in any organization struggling to meet their sales targets. This is especially true when you are selling a new product or service, or when the industry itself is in the midst of change.
Shelton's webinar will be followed up by an article he has written for our April issue of The Imaging Channel magazine, "Compensation Planning for Managed Print Services."
Register today for our free compensation webinar, sponsored by MPS Results. Hope to see you there!
Posted by Emily Offshack on 01/19/2011