GMS_Sales_Training_Manual_Expanded BDS

GRAPHIC MEDIA SOLUTIONS | Corporate Sales Training Manual

22. Sales Commission Planning GMS compensates Business Development Specialists through a base salary plus tiered commission structure. Understanding how to engineer your commissions is a critical skill for $1M rep performance. Commission Strategy Principles • Focus on high-value campaigns: A $5,000 Expansion Campaign generates significantly more commission than five $1,000 Starter Campaigns, for similar effort. • Prioritize recurring accounts: Recurring campaign clients generate commission month after month — they are the foundation of a $1M annual revenue base. • Stack deals strategically: Combine signage, direct mail, and digital print within a single client relationship to maximize per-account revenue and commission. • Track your own pipeline value: Know your projected monthly commission at all times. Reps who track this outperform those who don't.

Path to $1M in Annual Sales • Recurring accounts (5-10 clients at $5K-$10K/month each) = $300,000-$1,200,000 • New business closes (1-2 per week at $1,500-$5,000 each) = $78,000-$520,000 • Add-on and upsell orders from existing accounts = additional 15-25% revenue uplift

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