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5 Ideas to Help Security Integrators Sell and Renew 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.

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