How should I pay and incentivize the people who run consultations?
By the partners at Shefa Atelier ·
The short answer
Reward the behaviors that build long-term revenue — booked consultations held, plans started, follow-up completed, clients retained — not just single sales. Keep the plan simple, pay it reliably, and check your state's rules on commissions in medical settings before introducing one.
Principles that tend to work
- Simple enough that every team member can calculate their own payout.
- Balanced between new sales and retention, so clients aren't oversold.
- Team elements for shared results, alongside individual ones.
- Paid on a predictable schedule.
What to avoid
Plans that reward pressure, discounting or selling treatments a client doesn't need will damage trust and reviews. Rules on commission and fee-splitting for licensed providers vary by state, so review any plan with a healthcare attorney.
Review it every quarter
Look at whether the plan is changing behavior the way you intended, and adjust before small problems become habits.
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