In a BLR webinar entitled "Sales Compensation Strategies: How to Motivate and Re-Energize Your Sales Staff in a Challenging Economy," Dan Kleinman, principal of Dan Kleinman Consulting, a compensation and human resource consulting firm, explained that today a sales group needs to establish relationships, not simply sell product. That means creating transactions that are based on:
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- Offering the best product
- Providing that product at the best price
- Following up with the best service
Additionally, relationships should be based on:
- Value-added service to customers
- The company's perception as providing solutions, not simply products
These approaches can provide renewed sales and other products, i.e., not simply selling the same thing over and over.
Dan Kleinman is the principal of Dan Kleinman Consulting, a California-based compensation and human resource consulting firm. For the past 18 years, he has served as an independent consultant for a broad spectrum of regional, national, and international companies, providing compensation, performance, organizational planning, and reward-system design services. He may be reached at info@dankleinmanconsulting.com