Why Your Sales Commission-Bonus Plan is a Waste of Money

By Michael Lang

Let me start by asking, can you name 5 Core Competencies of a great salesperson? Let’s see, there’s prospecting, qualifying and closing, and there’s…gets a bit tough, now doesn’t it?

It might interest you to know that there are 21 of these essential factors that we measure sales candidates for BEFORE even meeting them.

The foundations for finding your next A Player is stronger than ever!

So, why bring attention to this and why does it render your commission-bonus plan a waste of money?

For the first time in 20 years, these core competencies have been updated to reflect the changes that have taken place in selling over the years. Bringing to light many interesting revelations.

One of which concerning the changing nature of ‘Sales Motivation’ and how it affects salespeople, sales managers and the future of sales.

Here is the updated 2017 list:

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There is a reason that your commission-based incentives are no longer necessary and yes, ‘Sales Motivation’ is the catalyst for this change.