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The part I like the most about doing a sales job is getting my sales incentives after the long haul of hard work. It somehow has a magical power to pull me towards working harder to earn more. And without realizing it, I had been repeating the cycle of 'hard work - incentives' for over a decade now. And I am not pulling my brakes. But I have seen how sales incentive becomes a 'bad master'.
I have seen other sales people do whatever it takes, and I really mean 'whatever it takes', to get their incentives.They create fake orders, change order amount, and dump products to create volume for their sales which they return on a later date. I have seen it all. I have seen the two faces of sales incentive. But during those years of being a sales person there had been only 2 or 3 times where I totally missed my incentives payout.
I am talking about 12 years in total. Whenever I was asked the question, "How did you do that? What you do differently?" I always sum up my answer in this manner, "I focus on the business, and not the sales." I have never failed to get a blank stare right after that. Let me explain.By focusing on sales, a sales person only interested in short term gain. There is no wonder why many sales personnel do whatever they can to grab the payout.
They are driven mainly by greed, and they often think that incentive is a 'be all - end all' affair. Nothing is further from the truth. On the other hand, by focusing on business relationship, I am more interested in what I can do for the customers, not the other way around. Their success is my success, in that order. And by having this simple mind shift, the figure for my sales incentive proves that it is the right thing to do.
Just like friends, I do not mind having more. In short, sales incentive is a powerful tool for companies or business owners to motivate sales personnel to deliver results. But like a coin, incentive has two faces. A simple mind shift from short term gain to value long term relationship creates better profit in the end. So who is sales incentive to you - a friend or a foe?
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I have seen other sales people do whatever it takes, and I really mean 'whatever it takes', to get their incentives.They create fake orders, change order amount, and dump products to create volume for their sales which they return on a later date. I have seen it all. I have seen the two faces of sales incentive. But during those years of being a sales person there had been only 2 or 3 times where I totally missed my incentives payout.
I am talking about 12 years in total. Whenever I was asked the question, "How did you do that? What you do differently?" I always sum up my answer in this manner, "I focus on the business, and not the sales." I have never failed to get a blank stare right after that. Let me explain.By focusing on sales, a sales person only interested in short term gain. There is no wonder why many sales personnel do whatever they can to grab the payout.
They are driven mainly by greed, and they often think that incentive is a 'be all - end all' affair. Nothing is further from the truth. On the other hand, by focusing on business relationship, I am more interested in what I can do for the customers, not the other way around. Their success is my success, in that order. And by having this simple mind shift, the figure for my sales incentive proves that it is the right thing to do.
Just like friends, I do not mind having more. In short, sales incentive is a powerful tool for companies or business owners to motivate sales personnel to deliver results. But like a coin, incentive has two faces. A simple mind shift from short term gain to value long term relationship creates better profit in the end. So who is sales incentive to you - a friend or a foe?
