I’m often asked my opinion regarding commission sales. Is it good? Is it bad?
Well, knowing me as you do, you’ve probably already figured that I’m most likely to say that “in and of itself, it isn’t good or bad; it just is.” And, I’d then follow that by saying it is the salesperson himself or herself who makes it good or bad.
However, I’m going to go a step further and say that, in and of itself, commission sales is good. Very good!
Why? Three reasons.
First, because people should be financially rewarded to the degree that they produce by serving others (in this case, via helping fulfill the person’s want/need in terms of their product or service they sell). Actually, if you are in business, you are in commission sales. When your product sells, you make money. When it doesn’t you don’t.
Also (and this would be a continuation of the above) there is an…indecency, if I may, in punishing the producer for producing while rewarding the non-producer for not producing. And, remember, “behavior that gets rewarded, gets repeated.”
Which brings up the second reason, and we’ll discuss that in Part 2.