Conference 7.286::digital

Over here, a salesperson who exceeds their budget for all four quarters
qualifies for an additional �8,000 bonus, half paid up front, half when the
customer settles the bills that make up the overperformance. The amounts are
the annual goal divided into the standard quarterly skew percentages.

Exceed by 120% every quarter, then they get an extra �20,000 on the same
terms. They've also been told that pay increases are likely to be based on
these sort of figures rather than base pay.
								- Ian W.

    RE: .0
    
         " Leave me alone and let me do the job I was hired for."
    
         What do you want? Egg in your beer?

    re: .0
    
    I'm glad to find out that He reads notes!  Now, if only a few
    upper-management types would every once in a while ...  ;^)
    
    Steve

    geez, re.1, I don't get credited for a sale until I actually get the
    purchase order for it.  I think it ought to be that way with everyone.
    You don't make money until you get paid for what you sell.  You
    actually lose money until you get paid.
    
    Bob (going to DEC100 tommorrow)  Made my budget of 9.5 million.
    

    A purchase order is an order, not a check.
    
    A Digital sales rep get sales credit when a purchase order is received.
    An order doesn't have any accounting impact.
    
    Digital records product revenue (in the form a receivable) either when
    it is shipped or when it is received by the customer and he is
    invoiced for it.
    
    When the customer's check clears, Digital subtracts the receivable and
    adds to cash.  

    Are sales reps debitted when a sale is cancelled and not paid for?
    
    
    				herb

    
    
    I had a conversation the night before last with a field person from
    a large vendor.  In that company, each region has, in the region,
    a VP of sales.  Each of these regional sales VP's report directly to
    the CEO of the company and not some other VP at HQ. These VP's can,
    on their own authority, fire anyone who stands in the way of 
    customer satisfaction.  They can do this without the approval of
    personnel.
    
    Oh, I should mention, even in the "worldwide economic downturn", this
    company has never had a quarter where they lost money.

    re: .3
    
>   I'm glad to find out that He reads notes!  Now, if only a few
>   upper-management types would every once in a while ...  ;^)

           That's because He's omnicient.  Managers are not, but I'll
           bet some do read notes.  Pray for our management, too... they
           definitely need it TODAY.
           
           steve

    Re: .6 < Are sales reps debitted when a sale is cancelled and not paid
    for?
    
    
    The answer is YES!
    
    Sales reps take a debit (or effectively an increase to their sales
    budget/quota) for any cancelled order in the year that it is cancelled.
    
    
    Sooooo, if you take a "bad" order on June 30 and it "de-books" or gets
    cancelled on July 1st, you effectively start out that fiscal year "in
    the hole" by the value of that order.
    
    This policy is designed to encourage correct behavior and booking only
    orders that are real, good orders, that are deliverable and will turn
    into revenue.  There is a real penalty for booking bad business.
    
    Sometimes you can't help having a good order get cancelled (it happens
    sometimes) but that should be the exception.
    
    Hey it's even our responsibility to make sure the company has good
    credit and can afford to pay for the product/services we sell!
    
    Don't let anybody kid you - sales reps have complex and difficult jobs,
    too.  
    
    cs

    Dear Kris, (.0) I was talking with the Lord and he said to give you the
    following message: 
    
      Hang in there and hold your head high because good changes are
    coming. He said just look at what happened with HP 5 years ago.
    HP sales people were really in bad shape because their company 
    couldn't successfully get RISC technology to even work. Sales
    people were selling 16 bit CPU's, no networking to speak of,
    no big install base, not very many software applications available,
    etc. The poor sales people were on commision and they almost 
    starved.
    
       HP finally got RISC working and changed their focus from 
    propriertary to Open and customers started to buy. Along the
    way HP began stream lining their organization and many people
    were forced out of the company. Now look where HP is today.
    
    DEC is far ahead of where HP was 5 years ago. Alpha is almost 
    ready and will exceed performance and price of everything
    on the market, we know networking and distributed processing, We 
    have lots of partners, the worlds largest software company (Microsoft)
    is teaming with DEC, we have a growing PC mail order business, 
    the second largest install base in the industry and a growing systems
    integration business.
    
    The Lord said that HP salespeople were happy right now but in
    the back of their minds they were worried because all they had
    to sell was a hot box. They had no networking exp., no systems
    integration, still no significant install base, their PC's were
    expensive and the company had no mail order business. What were they
    going to sell when Alpha was the hot box and DEC had all the "other
    stuff" customers wanted. Hp folks new that sooner or later DEC's
    organization would be fixed and once again they would be the toast
    of the town.
    
    Kris, hang in there your hey day is coming.   
    
     
     
      
    
     

    
    HP stock dropped 12 5/8 today.
    
    Tough times don's last, only tough people!!!!