LAJ ARTICLES

Sales Commission. Rashomon effect

philosophy of sales commissions 1 86

Rashomon is a great movie. I remember it not for what was on the screen, but for what was not. The Rashomon effect is a term used to describe the circumstance when the same event is given contradictory interpretations by different individuals involved.
A sales commission is that.
But first, a recap of where we have been:
The best salespeople are selling a small bit of themselves. I wrote about my experience being top of the pack and the ‘salesperson’s annuity’, investing. Salesman Sell Something
The perfect alignment is Right Person. Right Place. Right Time
Cold calling is the shortest distance between two points. I extended this thought here: Cold Call or Starve. Choose Wisely
The books that are about sales are in fact about selling books about selling books. I wrote this vent here: Why I Don’t Recommend Books About Sales
When challenged to ‘sell me this pen’. Here’s how to do it: Passing the pen test
The best salespeople synthesize all the other ‘bests’ and stitch a philosophy together. Here’s mine: The Philosophy of the Salesperson
The best sales people make the sequence of prospect to client mechanical. Read this gem: Philosophy of the sales presentation and agenda
A sale is 80% done before you walk in the door for the first meeting. Here’s how not to fuck it up: The philosophy of the prospect. Why they buy from you
This post is brief, I don’t want to obstruct the view:
A sales commission is a boat seen from different vantages on the river banks. 
The CEO of the vendor sees it as a new client accessory. An impulse buy on the check out line
The Client sees it as a lever for the continued discretionary effort of the sales rep
The Sales Rep sees the sales commission as profit distribution and a mechanism for company recognition
The end?

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