How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which can affect team morale, client relationships, sales, staff retention, and so on.
For instance, I recently met the managing director of a medium sized software business who asked me why would his sales people keep selling one version of their product when they had been instructed to also sell in a newer more comprehensive version of the product.
I asked him two questions:
1. “How do your sales people get incentivised for each product sale?”
2. “Do they earn most of their income from their commissions or from their base salary?”
It turned out that his sales people earned more commission by selling in … read more by subscribing.
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