Managed Print Sales Compensation – How Does Your Pay Plan Compare?

Posted by LMI Dealer Content Team on Thu, Mar 07, 2013 @ 01:49 PM

 MANAGED PRINT SALES COMPENSATION How does your pay plan compare

Sales Compensation is always a hot topic. Regardless of how long your company has been selling managed print services, structuring the right compensation plan will do wonders for your business and your people. This is exactly why we just released our 2013 Mps Sales Compensation Guide. An executive tour of the top managed print pay strategies now in place with many of the industry’s most successful MPS providers. In preparing to craft this guide we asked MPS providers coming at the business from different angles. Some were traditional copier dealers now growing page volume. Others were office product retailers looking to protect their toner revenue streams, and some were IT service providers / MSPs looking to benefit from the current boom in demand for managed print services.

Here are some of the most common MPS compensation questions we were asked. Maybe you can relate?

  • How can I get my hardware reps to sell more MPS?
  • How are the top managed print companies paying their reps?
  • How should I compensate on the annuity stream?
  • What’s the best way to pay an MPS specialist that supports a sales team?

When it comes to sales compensation there are many more questions we could have added here. These ones just seem to come up over and over in our conversations with sales leaders.

Your pay plan is probably a good one if you can say yes to the following questions:

Is it easy for my sales reps to understand?

  • This was the number one complaint from sales reps according to a recent survey completed by copier careers.com. According to our sources, simplicity seems to be a must.

Is my current sales compensation model fully aligned with my business goals?

  • If you want to adopt the new “services led” sales model, your compensation plan needs to support encourage those business results you want. Proper alignment will ensure that your salespeople are leading with MPS and nurturing those long term profitable service revenue streams.

Does your MPS compensation plan encourage the right sales behaviors?

  • Who can argue that the continual execution of the right sales behaviors will deliver repeatable success? Making sure you have the right mix of “hunter” and “farmer” sales behaviors (like account reviews) built into your compensation strategy is often the most overlooked component.

Do you have a strong MPS Sales Compensation plan or ideas on how sales leaders should reward and recognize their people? If you do, we would like to hear about it!

In the meantime, be sure to get our free MPS Sales Compensation Guide and see how your MPS pay plan compares to some of the top remuneration strategies in the MPS profession.

LMI MPS Sales Compensation Guide

Tags: managed print sales, managed print compensation plan, managed print services, aftermarket color toner