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Tia Big Broker Conference 090917

Sales compensation pitfalls common to the brokerage industry

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Make your numbers… better.Motivate and reward your top sales people, dispatchers, and store managers…In good times AND in bad timesSeptember 17, 2009,[object Object],The Cygnal Group has prepared this document for the benefit of attendees of the TIA Big Brokers Conference. This document is incomplete without the accompanying discussion and contains proprietary material. This document may not be reproduced, either in total or in part, circulated, or quoted from without the expressed written permission of our firm.,[object Object]
What is a Sales Compensation Consultant?,[object Object],[object Object]
Coordinator/Dispatcher (called “reps” throughout for consistency)
Branch/Terminal/Company Store Manager
Branch/Terminal/Company Store Dispatchers/Coordinators
Outside Sales Rep (new business hunter – which can be small game or elephant)

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Tia Big Broker Conference 090917