Who Gets the Money?
A recent debate on this subject has caused me to (ONCE AGAIN) dredge up this blog posting from the archives.
Question: Should salespeople be on individual commission or work as one team?
Answer: My answer to this one varies depending upon the nature of the store or business. Generally speaking when only one person is involved in the sale, an individual commission makes sense. When other team members are required to complete the sale then a team based compensation makes more sense.
“Can’t We Just Get Along?”
Question: How do you best solve disagreements between salespeople as to whose sale it was?
Answer: When two (or more) salespeople are arguing over a sale and I am asked who is right, I say, “You are both wrong. The commission on any one sale is never more important than your relationship with each other. I wasn’t there, get together and work it out, and then tell me what you have decided is fair.”
Question: So what’s the solution when they cannot come to a decision?
Answer: It’s Easy; Make it a “House Sale.”
Question: Why does teamwork work?
Answer: It’s Easy; Unless you are a “One Man Band” you can get much better results by working together towards a common goal. Regardless how your compensation program is structured, emphasizing and rewarding teamwork as a part of it will go a long way. We can help you with that on the Morning Report. If you do not get this tool in your store, give me a call. It’s a “team builder” like no other.