Jokes about salespeople being coin operated may be tired by now, but they also contain a kernel of truth. Generally speaking, account managers push hardest on whatever pays them most.
Until recently, however, what paid Ingram Micro account managers most wasn’t the kind of consumption-based, as-a-service offerings that partners and Ingram executives view as keys to future success.
“Once you get the strategies right, you’ve got to align compensation to the strategies,” Bay observes.
With that in mind, Ingram recently hired outside consultants to help it design a new compensation scheme that rewards sales reps for helping partner embrace new services-led business models.
“We had to clear some things up and make some changes in the comp plan to help align to the right behaviors that we wanted to drive,” Robinson says.
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