The numbers you set will greatly impact how your team goes about their business. Remember, this is how people expect to earn a living to support themselves. To get started on the right foot, it's important to recognize that determining pay mix should be rooted in the understanding of how your ratios will dictate the working styles and activities of your people.
Of course, the length of the sales cycle, transaction volume, customer type, and other components all help determine the optimal pay mix. These elements include sales team member roles, the type of selling each person is tasked with, and the type of structure that is going to motivate them to sell. There are a number of factors that go into your pay mix analysis, all of which directly contribute to how aggressive your ratio should be. Get the Guide What Determines Sales Pay Mix?
