There’s No Reason for It, It’s Just My Policy

There’s No Reason for It, It’s Just My Policy

If you think consulting is rocket science, allow me to disabuse you of that notion.

A couple of weeks ago, in talking to a client on other matters, I learned that his top sales commission for his people was 15%. That meant that if you produced a million in business, you received $150,000 over the course of its delivery. That’s not a high incentive approach in my opinion. But then I found out he capped it at a million, and if you sold, say, a second million, you received nothing further!!

I asked what the motivation would be for any of his people to sell more than a million, which would otherwise profit him tremendously. He wasn’t concerned.

A fourth-grader could figure out the problem here, and so can my German Shepherd. A scarcity mentality will always outweigh reason. You have to attack the mindset, not the system.