Last month one of Frank’s Articles was featured on the front cover of Distribution Center Magazine. They liked it so much they decided to do an interview with Frank. Here are his personal comments: “Videos not only make you look ten pounds heavier, they make you look 100 years older. I guess my chances of becoming a key contributor to Fox News are pretty limited, so I’ll be hanging around the world of knowledge-based distribution for the foreseeable future.” While we had better not comment on the 10 pounds or 100 years, we do feel like many of our readers will enjoy seeing the interview.

A couple of weeks ago, one of our  articles  covering sales compensation and commissions ran in two major industry trade publications.  Never in the previous 12 years of writing for this type of publication have we received anything even vaguely resembling the outpouring of thoughts and ideas.  Thinking more about the situation, it seems our industry is reconsidering and re-evaluating a six-decade old compensation plan. Many readers asked us to expound on the topic.  This is an attempt to provide some additional thoughts on the topic.  Do you pay commission on accounts where the salesperson does very little work? One of the biggest lies in our industry comes by way of the assigned account list.  Sometimes it’s geographical and other times it comes under the heading of “covering all the available accounts," but we continue to see sellers responsible for 100, 150 and even 250 customers.  Either way, it’s more than they can physicall...

We don’t normally post things like this, but recently River Heights Consulting’s Founding Partner Frank Hurtte was interviewed by Distribution Center Magazine. His informal interview was captured online and put out on podcast. Listen in as Frank discusses Building a Sales Process here: