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We have introduced the concept of a customized Sales Drive to many of our sales training partners in Edmonton, Calgary, Vancouver and Victoria with great results. While commission is a definite motivator for Salespeople, a Sales Drive gets everyone excited and enthusiastic toward reaching a specific sales goal within a specified period of time. While Sales Drives have been around for years, customizing them is the difference between a very successful one and one that falls shy of expectations.
This is always a controversial subject between Salespeople and Managers. Both sides tend to have their own opinion and the debate can get heated and emotional. After being on both sides of desk for many years, here’s the best explanation toward a clear understanding and consensus.
Most companies create pay incentives for their Salespeople. At least some form of commission payment has been an industry standard for decades. Some companies are starting to adopt a salary only payment structure. They claim that commissions are influencing Salespeople into losing their objectivity with customers. Is this really the case?