Today With Jessica Harling:

Today on Window Treatments for Profit, Jessica Harling, founder of Behind the Design, is back for a deep dive into the world of compensation strategies for your window treatment business.

In this episode, Jessica breaks down the four main compensation models for salespeople: gross sale flat percentage, gross profit flat percentage, base plus commission, and sliding scale based on profitability. We explore the pros and cons of each approach and share real-world examples to help you determine the best fit for your team.

Pick It Apart

[3:31] Jessica explains gross sale flat percentage commission — the most common and traditional compensation model.

[16:46] Jessica introduces the gross profit flat percentage model.

[21:57] LuAnn and Jessica discuss the base plus commission model.

[23:49] Jessica explains the fourth model — sliding scale commission.

[31:09] LuAnn and Jessica discuss mindset and sliding scale commission.

[41:09] Jessica speaks to the importance of choosing your compensation model and then putting it in writing so there is no confusion.

LuAnn and Jessica Harling's Ah-Ha Moments

“There's always room for a conversation, but…to sell it at that level comes from a strategy.” - LuAnn Nigara

“You’ve got to take a look at these in a high-level category sense. And then break down the individual layers to say, ‘alright, this is what our final [commission] package is going to be.’ But…put it in writing so that there is no confusion.” - Jessica Harling

More About Jessica Harling

With unwavering conviction, Jessica Harling can break down complex decisions to simplify an action plan. Her dynamic problem-solving can confront potential obstacles proactively and energize any team, making others feel valued to achieve their ambitious company goals. She is the founder of Behind the Design, a People Operations company that enthusiastically collaborates with leadership to build dream teams! From recruiting to training and process development, their intuition for creating strong emotional connections discovers and nurtures rockstar talent with established streamlined processes that impact the company’s bottom line.

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Other Resources Mentioned

Exciting Windows! 20th Annual Conference

 

WCAA 2024 Jill Robson Memorial Scholarships

 

International Window Coverings Expo (IWCE)

 

Other Shows Mentioned:

AWDB #634: Power Talk Friday: Jessica Harling: A Specific Process for Onboarding a New Hire

AWDB #760: Jessica Harling: The 7 Step Sales Process for Interior Designers and Window Treatment Professionals

WTFP #61: Jessica Harling: The 7 Step Sales Process and 3 Proven Sales Techniques to be More Successful

WTFP #67: Jessica Harling: The Art of Decision Making

WTFP #84: Jessica Harling: Key Steps to Onboard & Train New Employees

WTFP 182: Jessica Harling: Training with Purpose: Effective Strategies for Training New Employees

WTFP #254: Jessica Harling: Confronting or Firing Family Members in Your Business

WTFP #256: Jessica Harling: Firing a Family Member Part 2: 9 Tips to Make it as Painless as Possible

WTFP #259: Jessica Harling: 6 Strategies to Handle a Difficult Customer