Rod Schwartz replied to a topic in the forum Friday Polls:
This is a good topic for consideration and discussion. The narrow financial relationship between a commissioned salesperson and his station-employer is one of direct proportion: 15%:85%, 20%:80% (or whatever the commission structure happens to be). In other words, for every dollar a salesperson brings into the company, he receives 15, 20 cents, or whatever. This might be construed as a basis for a cost-benefit analysis where investments in equipment or other resources are concerned.
But, as is often the case, if the station is providing additional benefits—ranging from health insurance to a gas trade—these must be taken into consideration, as well. Ideally, at some level, each party has the other's interests at heart and not only their own, for the sake of a long and mutually beneficial relationship.
In my own case, when I have needed a tool or resource, especially if it's one that other salespeople don't necessarily want or need, and I can afford the purchase, I'll go ahead and make the investment as a business expense. I've purchased many books, newsletters, and other educational or training resources, subscriptions to professional services, recording equipment, computers, tablets, etc., whenever I've felt it beneficial.
But our station also provides various resources for members of the sales department, including digital recorders, cell phones and service, and (for some) computers for use in the office.
