There are a thousand ways to structure pay. Most of them are too complicated for anyone to understand, including the field pro trying to earn off it. If your team can't explain how they make money, that's already your first problem. Keep it simple. Whatever the model, hourly, bonus, commission, the rule is the same: if I do this, I earn this. Pay for behavior, not just results. The fastest way to end up with techs selling people things they don't need is to pay purely on outcome. Train people to give a level of service customers actually appreciate, then compensate them for that.
@officialchadpetermanTranscript
Commission versus salary. How do I pay my field professionals? Here's my take. There are a million pay systems out there. There are a number of different complicated, different things that you can implement. What I would say first is it needs to be simple. I've seen a number of pay systems that I can't even understand. Certainly field professionals aren't going to be able to understand. So if no one understands how they actually earn money, that's your first problem. It's got to be simple. The simpler, the better. If I do this, I earn this. Again, whether that's commission, whether that's hourly, whether that's bonus, whether that's straight commission, whatever it is, I think the key is for it to be simple. The other thing is, are we compensating people for not a result, but more so a behavior that leads to a result? The last thing we want is field pros out there selling things to people that they don't need. So what we want to do is train people so that they provide a high level of service that customers appreciate and then can be compensated for it.
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