Comments on: 10 Essentials: Commissions vs. Customer’s Success http://thesalesblog.com/2009/12/10-essentials-commissions-vs-customers-success/ Adventures in the New Art of Sales and Sales Management Thu, 29 Jul 2010 21:57:31 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: Andrew Rudin http://thesalesblog.com/2009/12/10-essentials-commissions-vs-customers-success/comment-page-1/#comment-407 Andrew Rudin Tue, 08 Dec 2009 16:55:48 +0000 http://thesalesblog.com/?p=887#comment-407 Great points. Salespeople who truly (truly!) give primacy to a prospect's success are few and far between. I can count the ones I've met on one hand--maybe two. I'd like to consider myself one of them, but I earn a commission, and it's really, really hard to pull off the "my prospect's success first and foremost" when I've got a sizable quarterly bonus riding on the sale. It's even more difficult when management reinforces the "sales first" paradigm. So the salesperson who truly looks out for his or her customer's success often goes out on a limb. "I sell ethically because it's the right thing to do, even though my company doesn't provide me an incentive to do so." Unfortunately, with over 90% of salespeople receiving commission as part of a pay plan, the painful reality is that salespeople are often conflicted over the right thing to do. It's time companies encourage behaviors that portend customer success by paying salespeople to promote it--rather than by instilling a culture and compensation programs that drive salespeople off ethical rails. Great points. Salespeople who truly (truly!) give primacy to a prospect’s success are few and far between. I can count the ones I’ve met on one hand–maybe two. I’d like to consider myself one of them, but I earn a commission, and it’s really, really hard to pull off the “my prospect’s success first and foremost” when I’ve got a sizable quarterly bonus riding on the sale.

It’s even more difficult when management reinforces the “sales first” paradigm. So the salesperson who truly looks out for his or her customer’s success often goes out on a limb. “I sell ethically because it’s the right thing to do, even though my company doesn’t provide me an incentive to do so.”

Unfortunately, with over 90% of salespeople receiving commission as part of a pay plan, the painful reality is that salespeople are often conflicted over the right thing to do. It’s time companies encourage behaviors that portend customer success by paying salespeople to promote it–rather than by instilling a culture and compensation programs that drive salespeople off ethical rails.

]]> By: uberVU - social comments http://thesalesblog.com/2009/12/10-essentials-commissions-vs-customers-success/comment-page-1/#comment-333 uberVU - social comments Fri, 04 Dec 2009 03:49:20 +0000 http://thesalesblog.com/?p=887#comment-333 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by iannarino: Warning! Don't let your money focus drive customers away? http://bit.ly/6KKbU6 #sales #salestip... Social comments and analytics for this post…

This post was mentioned on Twitter by iannarino: Warning! Don’t let your money focus drive customers away? http://bit.ly/6KKbU6 #sales #salestip…

]]> By: BizSugar.com http://thesalesblog.com/2009/12/10-essentials-commissions-vs-customers-success/comment-page-1/#comment-332 BizSugar.com Fri, 04 Dec 2009 02:44:25 +0000 http://thesalesblog.com/?p=887#comment-332 <strong>10 B2B Sales Essentials: Commissions vs. Customer's Success...</strong> The sixth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the dichotomy of a desire t... 10 B2B Sales Essentials: Commissions vs. Customer’s Success…

The sixth in a series ten posts on sales effectiveness describing the 10 essential attributes B2B sales reps must possess in order to succeed and the 10 opposing ideas that are also essential to success. This post focuses on the dichotomy of a desire t…

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