Help me set a fair commission for qualified lead gen in advertising
June 28, 2014 12:01 PM Subscribe
I run a small media company with a staff of five (two people on sales, two editors, one social media person). The salespeople have a low salary, high commission salary structure, and advertising deals are generally in the low-mid 5 figure range. Our social media person is interested in getting into sales, or more specifically, getting compensated for introductions that eventually turn into sales. We're happy to accommodate her but have no idea how to structure things.
posted by paddingtonb to Work & Money (11 answers total)
Our goal is to set up a structure that rewards her for making a genuinely valuable contribution to our ad sales, without incentivizing her to send off 10,000 form emails and claim in 3 year's time that one she should get a cut of a sale.
Possibly relevant info:
-The website is B2B in a niche area (sustainable business)
-Sales pipeline is generally long (in the 6 month-1 year range), many repeat clients
-most successful sales come from personal relationships developed over many months
-social media person mostly meets people online (obviously). Her introductions will be a great start, but there will be a lot of work to convert her leads
-Many buyers are also readers of the site - we don't want to look spammy by sending off lots of crappy, ill-conceived emails to our network of supporters
-Link is in profile if you want to check it out and see current sponsors and editorial content
I come from the editorial side of things, so I have very little experience setting up fair compensation structure for sales. Any advice or thoughts are greatly appreciated!