Changing Behaviors One Dollar at a Time - Page 2

Jun 19, 2007

Patrick Gray

The magic here is the simplicity of implementing the change. Existing motivational structures such as compensation, bonus programs and free trips to an exotic location are already in place. The new commission model simply changes the focus from what is good for sales to what is good for the company as a whole.

If a new CRM system is deemed good for the company, the commission model should provide compensation if a deal is correctly entered into the new system, and reduced commission (or no commission) if the systems and processes are not used. If you want to get even more rigorous, you could track the time required for back office processing of a sale and deduct compensation for difficult-to-process, and hence, more costly deals.

Despite all the dire predictions on sales' acceptance of a new system or process change, like any other employee most salespeople want to be high performers, and if they do not, they should be shown the door.

If your commission model is designed to reward the use of tools that benefit the entire company, not only will your sales force rapidly accept the new systems and processes, but they will bring in new business that provides the highest margin.

Patrick Gray is the founder and President of Prevoyance Group, located in Harrison, NY. Prevoyance Group provides strategic IT consulting services. Past clients include Gillette, Pitney Bowes, OfficeMax and several other Fortune 500 and 1000 companies. Patrick can be reached at

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