Sales Commissions – Oh dear!
The trouble with humans is that like other animals they will do what is necessary to get the treat, whether that be press the button or hit their sales quota. The trouble with rewarding sales quota is that it reduces the focus on helping the client achieve the outcome they are seeking. Delivery in effect is post sales administration.
Tech firms looking to increase their strategic influence are encouraged to reward delivery performance rather than just sales. Unless of course you operate in the commodity hell where ‘stackin’ em high’ is your only option.