We belong to a number of sales coaching and sales training discussion groups on the net and recently this questions was posted: What is the primary de-motivator of sales people in B to B sales?
The discussion board was flooded with all kinds of observations ranging from: internal customer service issues, to poor quality, prices are too high, on time delivery, boss issues, etc.
Although these and more are included in the litany verbalized by most sales people, however the one that really gets their juices flowing is when management continually messes with their compensation.
It seems that management is always trying to tweak compensation of sales professionals to find the magic formula to reinforce the right sales behaviors, thus ensuring profits. They are constantly juggling the following:
We recommend you keep current on the prevailing compensation for sales people in your industry and make a conscious effort to be competitive. Striking the right balance of base pay, commissions, and bonuses can alleviate stress, wasted energy and keep your sales team focused on selling.
In reality if the sales people are selling they are worth every penny.
After all nothing happens until a sales is made!
Copyright © 2010 Dave Neal
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