 In the world of sales, hands down, if you want the team to sell a specific product/service tag it with the highest commission percentage. Then stand back and watch it beat the other products in a snap. During my career, when I worked for a company that had multiple product/service offerings, I sold the one that I would make the most money. Why not make a few extra dollars $$ on product A vs product B? For sales, this is a No brainier. When a general or product manager came to me and said, "Hoyt I need you to sell a boat load of this product this month", my come back was always, what is the increase in commission rate to shape the behavior of the sales team to push your product/service? I would communicate the extra commission rate to the sales team, and it was off to the races for the thoroughbreds. Compensation shapes behavior. It became a learned culture within the C-suite. I also believe that this holds true for non sales associates,offer a bonus, spiff, extra buck to accomplish a task and they are all over it. Compensation shapes behavior. The most successful companies I worked for are sales driven. Meaning the C suite knows that sales is the engine that drives the bus and they must be rewarded fairly and extensively for bringing in the revenue. Stating the obvious, without sales your company is dead. If you are currently working for a sales driven company, congrats, if not then look for one.
TankDiesel
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