Selling Cloud - Why it’s time to change the sales compensation

Grazed from ARNNet. Author: Moheb Moses.

There’s a belief that sales people are coin-operated (i.e. they work purely on extrinsic rewards like their pay packet). While this may be true for some, my experience is that the best sales people are driven by intrinsic goals and rewards (achieving results, recognition, helping customers) with an understanding that the money will follow.

Good compensation plans reward success while enabling companies to weed out non-performers. But, equally, they should reward sales people for doing the right thing. There are countless stories of compensation plans that had unintended consequences from innovative sales teams finding shortcuts...

Now, when the sales process is established, the likelihood of that is lessened. But when the business model is untried or untested, the chances of this are much higher...

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