Can’t pay, won’t pay!
July 1st, 2015 by Alan CoffeyWhy 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:…
Bridging the gulf between professors and practitioners
April 7th, 2015 by Neil RackhamAs sales continues to develop at breakneck pace, business and academics need to open channels of communication. For well over a century, there have been organised attempts to increase sales professionalism. The case for doing so is nowhere more engagingly expressed than in an editorial appearing in 1884 in the magazine of the Society of Commercial Travelers: “If we do…