Money and its Influence on Sales Behaviour

Money and its Influence on Sales Behaviour:

The age old sales debate continues on about the influence of money in motivating sales staff. While few will argue that money is not a factor, we are seeing younger generations seem to be less motivated by money than preceding generations. Regardless of your position on the influence of money, your sales comp plan will influence behaviour one way or another. As Anthony Iannarino correctly points out on his blog, the what you tie commissions to will influence how your sales reps act and treat customers. For instance, if you pay sales commissions on top line sales, then your reps will try to close business at all costs. Meanwhile paying commissions on gross margin or some sort of customer value add will have completely different results. It is good to think about this when rolling out your comp plan to ensure that the way you incent your reps lines up with your sales and business goals.

See Iannarino’s full article here >> As Your Compensation Plan Drives Sales Behaviors (A Note to the Sales Leader)