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Sales Expense Cap

I have a question for all of the office/financial managers:

1) Do you have an expense cap on your sales dept.? For example on client entertainment, gas, travel, etc.? I guess I do have more than just one ? We are considering restructuring our sales dept. for next year. I'm looking for input re: pay structure, total sales per month, required sales calls, etc. I would appreciate any and all suggestions.

Thanks,

Felica Butler

Interesting tip from SecondWind Newsletter (www.secondwind.com) about how much revenue an account manager/sales should be responsible for:

"10 times their base salary in AGI" (This should be their performance rating target number)

Rough example: AM/Sales salary of $65K x 10 = $650K x 2 (assuming AGI is 50% of revenue) = $1.3M ½ 12 months = $108,333 revenue generated per month would be her target goal. As you know- margins vary widely. An AM can make revenue on media or print, but not make their AGI.

Roxanne M. Cowan Director of Finance Rutherford Bolen Group