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Podcast: Ask the Right Questions, The Sales and RevOps Podcast
Episode: Should Salespeople Be Paid For Behaviour Or Results?
Description: The biggest question in sales is whether to pay somebody a commission for their behaviour or results.
We've seen both.
Results-based pay is more straightforward, but performance-based can be more motivating.
But here's the thing: Companies should evaluate performance with established metrics before the reps hit their goals, regardless of which method they choose.
Pre-established metrics communicate to them - and their bosses - that it doesn't matter what type of behaviours they adopt, only that these behaviours yield the desired outcomes.
They're motivated to do whatever it takes...