Can’t pay, won’t pay!
1st July 2015 | Alan Coffey
Why it has become commonplace for organisations to seek to avoid paying commission earned by salespeople?
Commission payments seem so simple in concept: the salesperson wins a deal and the employer pays a certain percentage of its value to reward him or her for this success and the benefit it brings to the company. In reality, incentives are a minefield: consider the following real-life scenario….
A well-known global IT company hires a top sales executive for his experience and personal network. Within six months, he lands a breakthrough deal with a major international bank; without him the company would not even have bid, let alone won.