• No products in the cart.
  • No products in the cart.
Back To Top
Image Alt

There’s No Reason for It, It’s Just My Policy

There’s No Reason for It, It’s Just My Policy

If you think consulting is rocket science, allow me to disabuse you of that notion.

A couple of weeks ago, in talking to a client on other matters, I learned that his top sales commission for his people was 15%. That meant that if you produced a million in business, you received $150,000 over the course of its delivery. That’s not a high incentive approach in my opinion. But then I found out he capped it at a million, and if you sold, say, a second million, you received nothing further!!

I asked what the motivation would be for any of his people to sell more than a million, which would otherwise profit him tremendously. He wasn’t concerned.

A fourth-grader could figure out the problem here, and so can my German Shepherd. A scarcity mentality will always outweigh reason. You have to attack the mindset, not the system.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Post a Comment

This site uses Akismet to reduce spam. Learn how your comment data is processed.