Money motivation amongst salespeople is one of the most misconstrued points in successful sales management and hiring. At the risk of splitting hairs, motivation needs to be separated from reward. This distinction is the key to differentiating between what motivates strong salespeople – money – and what rewards them. This Selling Power article – Cash In on Cash-Based Motivation – fails to make this distinction. However, the quick read does offer 3 solid points for commission plans. The highlights: 1. Don’t Penalize Performance Gonzalez refers to the practice of capping salespeople’s commissions as one of the gravest mistakes I’ve seen in the commission-based environment. 2. Be Careful with Team Incentives… Read More
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