How should pay and incentives for telesales staff be structured?
It is difficult to generalise because not all telesales jobs are the same. For example, someone taking repeat orders will have an easier task than someone selling from scratch. That said, all jobs ought to have targets. Without these, there can be no measurement. It should therefore be possible for you to work out a scheme where bonus payments are earned once the pre-agreed target figure is exceeded. It is common for sales staff to be paid a salary plus bonuses which can account for about 20 to 30 per cent of their total income. There are still some businesses where remuneration is based on commission alone. Ask your telesales specialist to give you some payment options that will provide results for you and rewards for them. The key thing about any incentive scheme is that it should reflect superior performance. It should be seen as realistic, and the sums involved should provide a real incentive. Bonuses paid closest to the time they were earned will be more powerful incentives than t
