I was watching one of those end of the pier machines where, for a few coins, a sailor figure in a glass cabinet would roll around laughing. It made people happy and laugh along, but what happens when the money runs out? It stops of course. Is your sales team coin operated? High commissions, tough training and hungry for success can fill that order book, but like the sailor do they stop when the money does? Do they help a colleague’s customer when there’s no money in it? Do they look after a customer once the commission has been paid.? We have clients who have had the courage to dump commission. They pay a good wage, with a nice bonus, based on overall customer retention, company growth and profits. In other words a genuine entrepreneurial culture.
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