commission

Measures and General Management

Why should selling be optional?

Yesterday was a day of firsts for me. First time in Latin America.  First time presenting via a translator (it worked effortlessly).  And first time I’ve tipped more than $1,000 in a restaurant!  (1,000 pesos equals just $US0.50.) But there was one experience yesterday that I’m well and truly used to: the reaction of workshop […]

August 28, 2008
Measures and General Management

Performance pay: the case against

Few suggestions inflame passions faster than the suggestion that performance pay be abolished. It’s our contention, nonetheless, that, in an ideal environment, commissions and bonuses are likely to be in conflict with the goal of the organisation. Of course, traditional sales processes are not ’ideal environments’ and, as such, the traditional sales process serves as […]

July 7, 2008