 Re: Motivating Staff
If your staff "don't always try to sell the higher priced beds" then perhaps this is what you should commission.
Commission what you want people to sell. If you want them to mostly sell lotion - commission lotion. If you want them to sell memberships/EFT's - commission those. Ditto larger packages, better equipment, etc.
If you don't want to pay them for just "taking orders" and selling those packages that were going to be bought anyway -- set minimums. Go back historically and see what the "normal" PPA (per person average) or LPPA (lotion) or SPPA (tanning) or whatever has been. Look at the range and the average. Set a goal that says "you will earn X commission if you sell at or above Y level". Make sure they can track it and give them intermediate feedback about if they are making the goals.
By the way - if you WERE paying higher commissions, and now cut them to "cut costs" - you can be assured this will be very demoralizing and DEmotivating to your employees and you will probably see them either a) quit or b) "get" that money back from you - somehow - either in giving away free tans, pocketing sales, etc |