You know that saying 'well, it's not brain surgery' or 'it's not rocket science?' Recently I had a friend that in fact did have brain surgery and it was stressful for a while but turned out with a positive result. I was thinking about the brain surgeon and how much pressure he must feel with that sort of 'job' and how much responsibility he has for the patients' outcome.



We are not brain surgeons and I wanted to put some perspective into that expression- our clients depend on us to come through with our respective commitments to them on their projects or products. We must deliver what we agree to as it is just as important to our clients for their needs. In our own selling environments we may just be the 'brain surgeon' to them and are the ones that they need to fix a bad or difficult situation.



We may not be in a life or death situation but someone's job may be on the line, our solution may provide them with an important legal standing or a major financial strategy that can impact the client if we make mistakes or miss deadlines. I know that we can make an important difference with our clients even if we are not brain surgeons or rocket scientists!

The almost universal practice in our industry is to pay sales reps on a commission basis.  This recognizes the reality that outside sales is challenging work best carried out by highly motivated people - people who don't have to well off, they want to be well off.



The usual approach is to pay the commission when the order is accepted and billed.  However, it's tempting to consider the possibility that the client may never pay the bill or they may take a long time to do so.  This leads to commission plans that pay commission on receipt of payment.  Since generally, the sales rep does not have the job of collector nor have they approved the extension of credit, the practice arguably penalizes the rep for events beyond their control and responsibility.



Also, because payment is now disconnected in an irregular way from the entry and billing of the order, the desired incentive effect is muddied.  Finally, the volume of credit losses is usually low (less than 1%) so consideration should be given to the usefulness of non-payment of commission in a credit loss situation.



Speaking of sales commissions, to learn what prevails in the industry in terms of sales compensation, purchased the aforementioned study by WSPA.



Bob Lindgren is the President and CEO of Printing Industries Association of Southern California, the largest affiliate of PIA. Mr. Lindgren has more than 40 years of experience in the industry and is an expert in the area of print finance.

Each week, E-Connects shares incredible photos on just how lax individuals can be when it comes to safety.  Some pictures showcase carelessness, others plain stupidity. 



The goal - to keep a safe work environment front and center on the minds of all of your employees.



Pictured: You smell something?



If you come across a funny  pic you think should be featured, email Michael Makin at mmakin@wsprint.org.

"Truth, like surgery, may hurt, but it cures."



Han Suyin