5 Strategies for Selling and Renewing Service Plans

#4. Adjust your sales compensation structure.

Product sales compensation structures are based on “one-time” transactional revenue collected whenever a product is sold. This model does not work with RMR because the revenues are collected over a period of time. RMR compensation structures based solely on the revenue collected per period will demotivate the salesperson from selling the service — where’s that big cha-ching moment? — and instead have them focusing on selling products alone.