#012 Sales Leaders Talks | Thomas Vosper

How to set the right compensation plan.

There is no one ideal sales compensation plan. But there is a logic behind setting the right one for your organization. In this episode Thomas Vosper, a Retail Director for Pricesearcher is talking about setting the right compensation plan and taking a coaching approach to drive success for a sales team. We are also talking about AI substituting jobs in sales.

Key points you will learn in this episode

  • How to define the most optimal sales compensation plan
  • What is the secret of Amazon in their approach to sales?
  • Will AI substitute sales jobs?
  • In which cases will setting strict OTEs not work?
  • How can AI support sales teams to help close more deals?

Transcript


Margo: 00:01 Welcome to Sales Leaders Talks brought to you by Callpage. This podcast is for sales and marketing leaders who want to lead their people to success, do more, better and faster each day. Our guests are experienced sales and marketing experts who share their secrets and strategies on everything from team coaching and leadership to marketing and sales tech solutions. Before we move forward, ask yourself this question, "Do you want to excel as a leader and help your company grow?" If your answer is yes, let's get started.

Show notes

Podcast moments that will matter to you:

 04:42
Wrong perception of sales as a profession.
 08:16
What compensation plan is the most optimal.
09:09
Why compensation plans don’t work.
11:55
Why high OTEs sets the organization up for failure.
16:45
The importance of speaking to people instead of mailing. 
19:41
The future of the job market in sales and AI in sales.
23:40
How AI can support salespeople in closing more deals.
25:36
General behavior that drive sales reps to the right outcome.

Additional resources

Pricesearcher – The UK's Largest Product and Price Search Engine
Drop the Pink Elephant by Bill McFarlan

You are not So Smart by David McRaney.

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