Commission check

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I have to ask a question. . . if you aren't selling anything, can this really be called a commission check? If everyone's comp plan is based on territory "growth," and not new sales or net sales, then why do we still have a multi-tiered sales group? I know new business helps grow the books, but what is the incentive for SMEs to sell? Why not just piggy back off of your KAEs and insure they lose no business?
 






anonymous said:
I have to ask a question. . . if you aren't selling anything, can this really be called a commission check? If everyone's comp plan is based on territory "growth," and not new sales or net sales, then why do we still have a multi-tiered sales group? I know new business helps grow the books, but what is the incentive for SMEs to sell? Why not just piggy back off of your KAEs and insure they lose no business?
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Incentive to sell is when the kae's drop the ball, billing adjustments occur or an account just decides to switch labs or a provider leaves and volume drops. Up selling and maintaining only last for so long, you need constant new biz to backfill other areas of the book. You dont get paid much on the new business directly though. To answer your questions bluntly, it is to maximize your book so you can get paid on territory growth. Sme's should really only be paid on new business brought in but management wants somebody responsible for everything which most of it is out of your control, but they need somebody to blame and assign work to.
 






anonymous said:
Incentive to sell is when the kae's drop the ball, billing adjustments occur or an account just decides to switch labs or a provider leaves and volume drops. Up selling and maintaining only last for so long, you need constant new biz to backfill other areas of the book. You dont get paid much on the new business directly though. To answer your questions bluntly, it is to maximize your book so you can get paid on territory growth. Sme's should really only be paid on new business brought in but management wants somebody responsible for everything which most of it is out of your control, but they need somebody to blame and assign work to.
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i agree with your assessment. To bad it's the most ridiculous thought process I have ever witnessed in the lab industry. I sell so easily given everything we have to offer. I am smart enough to know working harder will not make a big difference in my pay check based on adjustments, KAE losses and weather. I'm working at about 30% because of this stupid plan. I'd love to give a rats ass....too bad I don't. Any good rep worth his/her weight in salt had to feel the same way. Selling and the smell of victory used to be such a turn on. Today I sell something and think to myself..."damn more paper work". Wake the :/&@ up LCA before I walk and kick your ass.
 






anonymous said:
i agree with your assessment. To bad it's the most ridiculous thought process I have ever witnessed in the lab industry. I sell so easily given everything we have to offer. I am smart enough to know working harder will not make a big difference in my pay check based on adjustments, KAE losses and weather. I'm working at about 30% because of this stupid plan. I'd love to give a rats ass....too bad I don't. Any good rep worth his/her weight in salt had to feel the same way. Selling and the smell of victory used to be such a turn on. Today I sell something and think to myself..."damn more paper work". Wake the :/&@ up LCA before I walk and kick your ass.
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I didn't say i agreed with the thought process. I just was stating the way to achieve results in the way labcorp setup the game and parameters. I agree, it is absolutely absurd. They must have it setup this way for a reason and usually it is because their bottom line works with this setup. Can't see that working long term and reps will bail and some other lab will come in and chip away at the business. It won't happen overnight but with this comp plan, it will happen.
 






























Ahhh yes another questionable payout coming from July. Last month I'm down but my call in was great. In July I produced nothing but have a huge payout. What a freeeekin joke. I'm a true Sales person and I can't stand this shit. It's nuts!
 






anonymous said:
Ahhh yes another questionable payout coming from July. Last month I'm down but my call in was great. In July I produced nothing but have a huge payout. What a freeeekin joke. I'm a true Sales person and I can't stand this shit. It's nuts!
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I guess to labcorp, the end justifies the means, so they figure why change the system. Anybody worth anything as a sales person knows it is a foolish way of paying out commission. If you can't control the payout at least 70 percent of it, what is the point? They should just say here "you are an order taker and a do what we say worker" and everybody will get 3k or whatever im commission monthly. Make it metrics based and subjective work criteria. Would make it easier for everybody. Or, just pay the rep directly off new business (much more then they do now) and scrap the territory growth payout aince you can't control it anyway. But yet that is what Gem club is based off of.. Joke!
 






anonymous said:
I guess to labcorp, the end justifies the means, so they figure why change the system. Anybody worth anything as a sales person knows it is a foolish way of paying out commission. If you can't control the payout at least 70 percent of it, what is the point? They should just say here "you are an order taker and a do what we say worker" and everybody will get 3k or whatever im commission monthly. Make it metrics based and subjective work criteria. Would make it easier for everybody. Or, just pay the rep directly off new business (much more then they do now) and scrap the territory growth payout aince you can't control it anyway. But yet that is what Gem club is based off of.. Joke!
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Gem club also is based the territory growth absolute revenue #. Another joke! It should be by percentage not the actual revenue #. What if your territory is small? What if your territory is saturated? The current setup, basically allows territories that have contract wins or territories that have acqusition of other labs to soar to the top. You have to make the playing field even, or as best as you can. Clearly, they don't care about sales reps accomplishing anything or getting recognition for REAL sales.
 






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