“He that is of the opinion money will do everything may well be suspected of doing everything for money.” -Benjamin Franklin

Ben Franklin’s notable quote provides a sobering context for our discussion about the message that mix (aka salary/incentive ratio) delivers to sales people. Balancing mix and message is one of the most challenging aspects of developing a sales compensation program that is competitive, motivational and aligned with the organization’s philosophy and strategies. Why? Because frequently survey data, competitive intelligence, and an organization’s historic approach are at odds with the “message” the mix should deliver to the sales force about both expectations for results and how results are achieved.

Download your free copy of Mix and Message: What Is Mix Really Telling Your Sales People? authored by Jerry Colletti and Mary Fiss, both well known sales management consultants and thought-leaders who have authored of over 70 publications.