I just came into a group (as a new Internet Director) with 7 stores in three cities and every store is doing things different. One store has two ISM's that work the lead beginning to end and are paid salary plus flat rate per. One store has an "ISM" that works the lead from beginning to appointment then hands it off to the floor and then splits the commission with the floor guy. One store has an "ISM" that does the same but recieves a base plus per unit flat bonus. One store just has the sales manager hand out the lead round-robin to the floor(!). Three other locations have ISM's that handle leads beginning to end but handle floor traffic as well and are paid regular commission on everything. What to do, what to do...
I'm tempted to create a corporate "BDC", but with experienced sales people, and then have in-store ISM's that can take the appointments. Pay the BDC's base plus appointments/sold bonuses and pay the ISM's a salary plus flat rate commission for sold units. I would also be tiering both structures to incentivise volume. What do you think?
I'm tempted to create a corporate "BDC", but with experienced sales people, and then have in-store ISM's that can take the appointments. Pay the BDC's base plus appointments/sold bonuses and pay the ISM's a salary plus flat rate commission for sold units. I would also be tiering both structures to incentivise volume. What do you think?