Fifth in a series
There was a popular motivational/business book a few years ago (it's
still on the shelves, I noticed the other day) that's entitled "Who Moved My Cheese?" It's about adapting to change, and the value of not holding on tightly to the "old" way of doing things.
That's all well and good, except when it comes to sales commission, bonuses and compensation. That can't change, especially in the middle of the game. Author Seth Godin agrees with me in his great post, which give advice to the marketing department from the viewpoint of the sales department:
I'm extremely focused on the reward half of the equation. Salespeople love to keep score, and that's how I keep score. So don't change the rules in the middle, please.
Want to demotivate a sales professional? Change the rules on how they make money and how they are measured. You'll get lower production, high turnover and oh the things that they'll say about you when you're not in the room...
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