Outbound Sales Team Remuneration Structure

[sniper420]

I run a business selling products and for past two years we did not do any outbound sales most of theleads we get in through inbound leads via website. I realized I needed to scale things up so I need somebody full time to do outbounds sales. My problem is how do I structure remuneration.

-I want to pay the sales team - basic salary + commision.
-I want to pay commision to the sales team ONLY on the NEW leads.
-I use one email where all the leads come and I want them to enter the incoming leads in CRM and contact them but not to cheat and tell me they generated those leads.
- How do I keep them motivated and maintain honesty in generating new leads and at the sametime maintain and followup with the inbound leads I get on emails?

Any practical tips from people managing sales teams would be highly appreciated

 

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[jon.a]

It sounds like you need to clarify Lead Generation vs Closing Sales values more clearly in your own mind. And then adjust. Don't dump two different parts of the sales funnel into one compensation piece.

 

[Kevin Peter]

Have the technology help you. Leverage tools that monitor and have transparency into the system along with regular updates to you on each person's performance.

Track your website leads - Have it configured with the CRM and marketing automation tool. In this way, duplicate leads are checked by the automation tool based on the unique email address entered by prospects while filling up the form, a backup is created in the database and then logged into the CRM as a contact and account.

If more unqiue emails are generated for the same company, CRM automatically does create new contacts for the same account.