Mon 22 Mar 2010
Everyone Works on Commission
Most sales people receive some portion of their remuneration based on the success of their sales effort. For some, they operate on 100% commission. And of course this is a powerful incentive to improve. Their connection to sales is obvious.
What about other people in your organisation? The receptionist. The delivery driver. The accounts clerk. In a small business, pretty much everyone will talk to your customers. But they probably don’t consider themselves in sales.
Whether they like it or not, they are in sales. And they are on commission too. After all, if sales go down dramatically, or they cause you to lose an important customer, their whole pay packet (and job) is at risk.
Do your non-sales staff see the connection between what they do and sales? Every customer contact in your business with anyone in it is a moment of truth for your business. Does everyone in your business know that they are in sales, and that everyone in your business Works on Commission?
So why not make even some small portion of their package visibly dependent on sales so that every time they answer the phone, they KNOW they are Working on Commission.
May Your Business Be – As You Plan It.
About the author:
Dr Greg Chapman is the Director of Empower Business Solutions and The Australian Business Coaching Club and is the internationally recognized author of The Five Pillars of Guaranteed Business Success.
Sourced and published by Henry Sapiecha 22nd March 2010