#FutureOfSales

no commissions. no quotas.

"What is the next generation of sales incentives and metrics?"

Graham Hawkins: Founder, CEO, and Bestselling Author @ SalesTribe

 
 

HIGHLIGHT REEL

 
 
 

EXECUTIVE SUMMARY

Commissions and quotas are a lose-lose scenario: for the consumers who regret  buying after a hard sales push; and for desperate sales reps who are  caught between losing customer focus and losing their jobs. Buyers in  particular  are aware of  everything now.  They know self-interest  drives salespeople with commissions  and quotas, and they know they have more reliable sources of verification in trusted referrals. Couple this with 70%  of customer lifetime value now being generated post initial sale, and a long-term strategy becomes essential.   Brands must keep consumers happier for longer.

KPIs  tied to  net promoter  scores (NPS), retention  rates, and other customer-centric  metrics are more sustainable alternatives  to traditional quotas. Meanwhile, rewards that  encourage employee fidelity, such as company equity,   can prove stronger incentives than traditional commissions. Many companies, including large corporations like Amazon Web  Services, are adopting this strategy to encourage positive sales behavior and reduce employee churn. This alignment between buyer and seller  makes business better for everyone. Companies must adapt, for the pendulum has swung to the buyer. And it's not coming back.

 
 
 

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