By Tibor Shanto
Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. I am not talking about superficial changes or updates in packaging, but real substantive change, the kind you only get when you change behaviors. And while it is easy to get people to agree that incentive drives behavior, it is a bit less easy to validate. Given opportunities ahead, and the real need to change behavior, it is time to explore the sacred cow – Incentives. Is your incentive plan driving activity or performance?
For full disclosure, I am not a believer that incentive drives behavior unless the rep is fully commissioned, no base. With all the other wannabes, it only serves to