My father is a sales engineer, which means he covers all the technical stuff of a sale. His employer is behind in paying commissions my father needs, not simply wants. In my experience of growing up with a father who worked as a technician and then as a salesman, I see this as a change for the better.
This method removes greed as a motivation, promotes selling helpfulness to the customer (rather than ripping them off), and stabilizes the pay of the sales guy who just had a really tough quarter but still has to pay the bills.
Sure, a well placed bonus here and there for outstanding team-work, a huge sale or contract, etc, would be a good motivator. But, I think the commission-ship has long since sailed.
Comments
My father is a sales engineer, which means he covers all the technical stuff of a sale. His employer is behind in paying commissions my father needs, not simply wants. In my experience of growing up with a father who worked as a technician and then as a salesman, I see this as a change for the better.
This method removes greed as a motivation, promotes selling helpfulness to the customer (rather than ripping them off), and stabilizes the pay of the sales guy who just had a really tough quarter but still has to pay the bills.
Sure, a well placed bonus here and there for outstanding team-work, a huge sale or contract, etc, would be a good motivator. But, I think the commission-ship has long since sailed.