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How Do Millennials Really Feel About Sales Compensation?

Written by Mike Emerson on Tuesday, 19 April 2016. Posted in Distribution

New Age New Pay Cover ImageDistributors are facing challenges recruiting Millennial field sales representatives not because of the total pay being offered, but because the fixed portion of the sales compensation package being offered has been too low.

The traditional view was that successful field sales reps needed enough confidence to have some skin in the game, and that wanting a higher salary was a red flag. But it’s time to question this old way of thinking.

We’re at a generational inflection point, when the traditional methods used to pay field sales reps are not perceived very positively. But it is possible for distributors to adopt sales compensation programs that appeal to this growing group without losing the virtues of historically effective programs.

Read more about meeting Millennials’ compensation needs in this article I recently wrote and published: New Age, New Pay – Millennials and Sales Compensation

Learn more about IRCG’s sales compensation services for wholesaler-distributors.

About the Author

Mike Emerson

Mike Emerson

Mike Emerson has been an IRCG Partner for six years. Mike joined Indian River in 1998 and has worked with hundreds of distributors and manufacturers of all sizes and within many lines of trade.

As a Partner in the firm, Mike has managed a broad array of projects. His main focus areas include: compensation design, strategy facilitation, market research, and data modeling and analysis.

Mike writes extensively on distributor and marketing channel topics and is frequently quoted on contemporary issues. He has authored four books, published by NAW: What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, Working at Cross-Purposes: How Distributors and Manufacturers Can Manage Conflict Successfully, Value Creation Strategies for Wholesaler-Distributors and What’s the Right Plan? Effective Sales Incentive Design for Wholesaler-Distributors. Mike is also a university lecturer on marketing topics.

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