Variable sales behavior and bad sales · The Blog Sales


Sales forecasters continue to believe that variable pay is the root cause of poor sales behavior, ie the self-help approach, "all that is needed", which would require salespeople to sell to their customers something something that would not be profitable to them.

Caveat Venditor

For reasons I do not understand, those who write about a misalignment between the salesperson and their client's objectives seem to suggest that the salesperson has practically no moral intelligence and absolutely does not care about his reputation and future sales. By reading them, they seem to believe that the customers these sellers are calling for are not sophisticated and are not able to recognize someone who sells them something that will not be of any benefit to them even they decide it by consensus, with many people on their team looking for the solution – and the salesman and the sales organization soliciting them.

In a shocking and daring lack of coherent thinking, these same commentators will tell you that buyers have all the information they need to make decisions, that they no longer need sellers and that the balance of power in the relationship is very heavily weighted towards the buyer. , the seller being nothing other than a racing boy or a racing girl. This while the sellers continue to evolve to become something much more than "the ground man", and that now creates greater value than ever before in the history of commercial sales.

Quotient of low morality

It is not variable compensation that encourages salespeople to behave badly. Nor is it the reason why executives behave badly or thieves misbehave. It is a weak moral intelligence, something that is found in all populations, with no evidence of greater representation in sales than in any other human activity, let alone in all B2B sales, where self-orientation is expensive Percentage can be evidence that most sellers are not just money consumers who are willing to do "all that is needed".)

It is unlikely that managers with variable pay will insist that their companies ensure that there is no variable compensation in the form of a purity test before purchasing their products.

Winston Churchill has already described democracy as the worst form of government, with the exception of all others. Whatever the crime committed, one can condemn a variable compensation, when different results are possible, a variable compensation is necessary. If two people produce very different results, paying them the same thing would be unfair, just as situations in which a company produces better results can make them pay better prices than those that their competitor can command.


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