Is It Embarrassing When Prime Salespeople Earn A Lot Of Than Sales Managers?

What if there have been lotteries that no-one won

?

Or, slot machines that never hit the jackpot?

Take into account Blackjack hands where drawing 21, paid nothing?

You'd most likely cry, "Foul!" along with most of the world. After all, what smart is it to come back out on top if there is no prize?

May something be worse?

In the sales world, the answer is "Yes." It's when the prize for winning is dramatically reduced or eliminated, altogether.

When firms decide to carve up a salesman's territory into tinier units, or to cut the commission rate paid on sales as a result of the winners are winning a little too big, you're seeing DEMOTIVATION in action.

It's the other of a reward; it's a PUNISHMENT for peak performance.

If you are not within the sales game, being a rational kind, you might ask, "Why would management ever want to try to to THAT?"

Good query!

My Dad was the most effective salesman wherever he worked--a real pro. And when he earned top dollar, it absolutely was enough to supply a terribly nice livelihood.

But on more than one occasion his wings were clipped by management. In one case, the reduction in his commission plan was explained this approach by his sales manager:

"It's embarrassing to the company when a salesman is making as a lot of money as you are, more than me, his sales manager!"

Embarrassing?

That's not precisely the word I might choose. I might say it's exciting, wonderful, acceptable, and motivating when salespeople earn the massive bucks. Typically, it signifies that they're making even additional for their organizations, pulling not solely their weight but doing the serious lifting for a heap of beneath-achievers, as well.

Simply as lotteries like to feature winners in advertising, and casinos are thrilled when those sirens sound and lights flash, signifying that slots are paying off, it's PROOF IT CAN BE DONE, and it motivates others to try to induce their share of the loot.

As a sales consultant I interviewed the owner of a business who maintained his salespeople could earn $5,000 per week, and up. I asked him: Who is doing it? What is the person's name? Can I observe him or her in action?

"Well, no one's doing it now," he whispered.

"But once this fresh school graduate was on his method to earning that," he added, weakly.

"Where did he go?" I asked, wondering why a newly minted baccalaureate would have even a higher earning chance somewhere else.

When management claims huge usd will be earned they must be able to prove it by pointing to somebody who is doing it, NOW. There is no higher advertisement for employment than a prime seller who is taking home great cash for his efforts.

Once all, an embarrassment of riches isn't really embarrassing to anyone who is aware of one thing regarding motivation and peak performance.

Looking for a nice Sales Management Seminar? Contact the author about his internationally acclaimed program: Monitoring, Measuring & Managing Human Factors in Selling.

by: Writers Room

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