Resideo Connect Conference Emphasizes Whole Home Opportunities

Connect 2019 wasn’t just about the smart home. Break out sessions also focused on the nuts ‘n’ bolts of running an efficient organization. For example, Wayne Bro, a Resideo sales leader, West region, explored ways that dealers can improve upon their business goals by adopting or improving upon their current sales compensation plan. Far too many dealers, he said, do not regularly review their plans for relevance. They continue to use years-old plans that no longer address current market conditions and revenue streams.

Consider making up a plan for what you get, he said. Instead of salary + commission, go heavy on commission based on history. Additional commissions aren’t paid out until reps cover their base. Also, consider paying on sales instead of collections or installs.