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"Super D" Saves the Day

How to fix sales pay and be a hero, not a villain!
by

Mark Blessington

on 10 September 2014

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Transcript of "Super D" Saves the Day

INVENTION The Invention of Before Displacement Displacement Benchmarking Displacement Key
Lessons: b) displacement =

risk and reward a) Avoid too much or
too little displacement Matrix Partners preso! Harvard Business Review How to lower the cost of enterprise sales? Sales Pay Well, did
you check
displacement
first? ... and then
watch sales
drop? So, what is
displacement? i o t How to fix (What?!?) and be a hero,
not a villain! For sales execs,
HR specialists,
and marketeers "BD" _ _ _ _ _ _ _ _ _ _ Step 2 Step 1 3 Draft new
compensation plan Solution! The Cost to Acquire a Customer (CAC) exceeds the Life Time Value (LTV) a customer brings us. This is my third go-around selling to large enterprises, SkyStream, Kontiki and now Qumu.

I like to explain to you the problem the way I see it, the changes I suggest to avoid making the same mistake again. and BENCHMARKS See the answer? Thanks to Super D the world is now a safer place Refine

Implement Prezi template created by: Jacco van der Kooij CREDITS (!*#?!) (Oh, yeah!) (oops!) If you
had ... (That could have been me ...
Super D!) Ever change
sales pay ... A: A statistic that predicts ...
(Hint: try "m" in the first blank and "a" in the second) o v t i 1. Model the new compensation plan using prior
year actual performance and compensation ("BD") We would .. 2. See how much money was "won" or "lost" on the
new compensation plan 3. Guess whether that amount of pay change
would be motivating or demotivating We had no benchmarks!!! We had no way to compare one
situation with others!!! We were taking shots in the dark!!! I noticed two things ... Common statistics
were too insensitive! After scratching
my head for a long time ... ... I remembered absolute value
and applied it to pay changes For example ... .. even though this new plan is cost-neutral ... ... displacement tells us exactly how much money is changing hands!!! ... It WORKED! ... EUREKA! 1. Collected old client files 2. Calculated displacement 3. Developed benchmarks from associated client
experience with sales force motivation (You mean it
didn't always
exist?) (How much
is just right?) We ... New Step 2 Check
displacement (c) Copyright 2012 Mark Blessington LLC.
All rights reserved. Buy a Super D outfit
and
get ready to party! Step 4 Sales
Compensation
Experiment Something had to be done! AVERAGE did not
"care" if one person
lost $20,000 and another
won $20,000 But the people involved
sure cared! Example: We needed a statistic
for total pay change 1. Simple to calculate

2. Easy to understand

3. Relevant for any sales force It had to be: 1 2 30 5 Displacement % Motivation Low Medium High Danger Disaster! 15 25
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