Is Compensation The Biggest Motivator In Security Sales?

I often help clients build sales compensation plans, and feel that security sales people are a bit different than other industries when it comes to compensation. I don't mean to imply that commissions and upside are not important, but they don't seem to be as important.

... which makes me wonder if compensation is the biggest motivator in security sales? I've left this open for a manufacturer or integrator on purpose - I'd love to hear both sides.

Thank you in advance for your input.

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**** *****:

*'* ** ******* ** *** ** *** ***** ****** **** in **** *** ***** *********, ******* **'* ********** ** ******* motivator.

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* ***** ************ ** *** ******* ********* *** **** **% of ***********. ** *********. ** *** ************. *******, ** *** likes ** ***** **** ******* ** ***** **** **** ******* to ***** ** **** ***.

***** ******, ****** *******, *** **** ******** *** *** *********... but ******** **** ******* ******* ** "*** **** ****? *** me ****."

*** ***** ****** ************ '*** *** ******* *********', **** **?

**********: ***** ******** * $* ***** *** ******* **** *******....

************ ** *** ****** *** ****** *** **. ******* * appreciate *********** *** * ****** ** ** ***** ********** ** to *****. *'* ****** **** ******* ***** **** *** **** consistent **** ****** ***** **** **** *** ** ******* *** sproadically. ****** * **** *** ** **** ** *** ****. Having * ******** ******** *** *** ****** ** ******* **** good ******* ** *** ******** ********* *** **** *** *** customer ** ** *******. ****** * *** **** **** ***, social ******* ******* *****'* **** ** *** ******** ********. * drive ******** ** ******** ************, ***** ****, *** ******** ***********. Compensation ***** ******* **** ** * ******** ** *** ***'* ability ** *******, *** ***** ******'* **** *****, & ************ skills ** ** *******.

** * ***** ******** ********** ***** **************, ***** ********** *** play * *** ****, *** **** *** ****** *** ** the **** **** ********* **** ***** **** *** **** ******** with * ******** ** **** ****** ****** **** ***********. **** obvisouly ***** ***** **** ***** *********** ******* ***** **** ** to ***** ***** *** ******** ********.

* ***** *** ****** ********* ** "** ***** ************* **** sell ** **** ********* ** * ****** ******* ** *** potential **********. *'** ****** **** ** *** *********, *******. ******* a ******** **** ********** ***** *****, ** **** ** * fair ***** *** ******* ******** *** *******. ***, **** ********** may ** ****, *** *** *** ********** * **** **** relations *** * ***** **** ******* ****** **** ***** *** commission ** *** **** ***.

***** ** * **** **** ***** ** **** ** * sales *** ******* ** **********.

**********: *** * *********** (*** * **** ** **).

* *** *** ** ***** **** ***** *** ************* ****** - ************ ** *** ** ******* *********.

***, *** *********** ** ** '**********' (** ***** ** *** eyes ** ****** *********** *** ******), **** ********** **** ** present. ** *** *** ******* *********, *** ** *** ********* then.

* ** **** ** ***** **** **** * *** ** sales, **** * ****** *********** *'* ********** - ***** ************* on ***** *** ***** *********** *** ********* **** *****, **** them * ******** **** **** **** ***** ***** - *** the **** ********* ****** ****** ******* * ***** **** **** commission.

** * ******* **, ******* *** *********-******* ** ***** ** produce **** ***** *** *********** ** *** **** ***... ** you *** **** ************ ** **** ******* ********* ******* ****** to ****** ** ******* ***** **** ****'* *** **** '***' for *** ******** **** ** *** **** ******* *** *** current *****.

********** *** ********* ** ************ - *** ********* ****** *** the **** ****, *** *** '*** **** *****' ****** *** the ********* ****. * ***** **** ***** ***** **** *** 'buy **** *****' ****** **** *** **** **** ******* *** trust **** ************* ***** ** *** ***.

****************** (***), *** ********* ************************ **** ****** ** **** ********* ***** ** ********* ******** solutions.

* ****** ***** ****** ******** *****:

"*** ***** *** ***** **** ** **** ****** ******** **** network, *** ***** *** ****** **** ** **** ****** ********** your *******."

*****'* * *** ** ***** ** ****.

* ***** ******* ***** ****** ****** ** **** ********* ***** total ********* ******* **** ***** ******** *** ***********, *********** *** reputation **** ****** **** ** ******** ******* **** **** *** in ***** *****. *******, ** **** *****, * ***** ** or ** ***** **, *** ***** ***** ** ********* ************.

***** *** * **** ** *********** ********** **** * **** (I ***** ****** ********* **, *** *** ***%). **** ********* that *** #* ****** ****** **** *** **** *** ******* of *** *****, *** *** #* ****** (** ***) ****** wanted ** ***** ***** ******* *** *** ******* ** ***** immediate **********. **** **** *** ********* - ** ******** ****** of *********** ********* *****, *** * ***** ** ***** ****** to ***** ******.

** ********** ** ********* *** ********* ******** ** ***** ****** has ***** **** **** **** *** **** **** ***** **** everyone *** - ************* ***** ************, ****** *** ***** ** succeed, ******* **** *********** ******* ******* ******, ************, *** ***... money.

* ** ***** **** ************ ** *** #* ****** **** sales ****** ***** *** ********** ** *** ***** *****, *** I ****** ***'* ***** **'* ***** ******* ********* *** ** day. * ***** **** **** **** ** *** *** **** care ** ***** ******* (*** ***, *** ******** **% - 75%). * ***** *** **** ******* **** **** ***** ***. However, ***** * ******* ** ******** *** **** *** * chance ** **** **** ******** ** ***** ****** ****** **** managing * *****, *'** **** * **** ****** ****. ****'** mostly **** *********** ****** **** ****** ** **** ***** ***** clients. **** ***** ******** ****** * ********* ********** ** *** compensation *** ****, *** *** ***** ***'* *** #* ***** that **** **** *** ** ***.

*** **, ************ ** *** *** ******* *********.

***** ****** **** *****.

***--* **** ** ******* ** *** ********/******** * ** ******* and *** ******* * ** ******* ***.

*** *******, ** * *** * ******* ****** **** ***** of *********** **** * ****** ******; * ***** *** ** selling *** ****. **** *** **** **** ****** **** *********, management ****, ******** *********, ** * ******** **** ** ********.

********, ** *** ******* ** ******* ** *** ********* * believe **, **** * ** *** *********** ** **** ** for *** ****** ** ************.

******* ** ** **********, *** **** ** ************, *********** **** choices--and ***** ******* *** *** ****** ** **** *** ******* line ** ******* **** ******** **** **** *** ******* **********. If ** ** *** * *** *** *** ******** ***** is ** ********* ** ****-******* ** **** *** ******** *********** for *** **** ** *% **** ** **********.

* ** ********* ** **** ** **** ******** ******* ** is *** ******** * ****. ***** ** * ******* *** the *****. *** ***** ***** ** ****, *** **** ** why * ****.

***** ******* **** **** ****** ************ *** ** *******: * desire ** ******* ** **** ******** ****** ** *********, ******* out ** ***********, *** ******* ** **** * ***** ** freedom ** ******** ** ***** ***** (*.*. **** ***********, *******).

****** **** * **** ***** ******* * **** ** **** good *********** * ****** **** *** **** ********* **** ** opportunity *** ***********, ******* ********, *********, *********** *************, *** ******** schedules **** **** **** ** ************.

***'* *** ** *****, ************ ** *****. * **** **** not **** ** ** *** ******* *********.