CREATING AND USING SALES TOOLS & PRODUCTS
In this video I would like to describe my approach for working on complex KPIs, which sometimes sales representatives are not sure how to influence.
In the area of business where I’m currently working one of the best examples of such a KPI is brokerage fee.
This KPI can be often seen in motivational schemes of financial brokers, but if you talk honestly to experienced sales reps, most of them will admit that only few top performers can clearly say how you can systematically work on brokerage fee and fulfil certain plans for it.
Brokerage fee is not the only KPI of such kind, but having it in your remuneration system can be harmful for the business if sales staff consider it as something random and not depending on their efforts.