Why did we choose a sales career?
Take a look at the job listings: What are 3 highlights used to attract interest? Flexible schedule, competitive benefit package , and unlimited earning potential. All three are key, but the focus of this post will be the last.
Most successful salespeople are known as “go-getters”. The unlimited income, peer recognition, top 25 performance placement, travel perks to exotic locations, and bonuses derived from exceeding company-established sales goals are huge incentives to drive results. But what happens when they become obsessed with achievement? How attractive is it to “bend the rules”? For some the answer is “VERY”, which makes for interesting material in Ethics classes.
Corporate incentive programs, although well-intended, often end up rewarding selfish ambition instead of customer-centered engagements. You don’t agree? That’s okay. So how about this: Before you close your next sale, disclose to the buyer exactly what financial or incentive benefit there is for you including your commission. Are you willing to risk the sale for transparency (insofar as to not disclose trade secret information)? If you’re worried for a split second about your customer’s reaction, you may want to reconsider your disagreement.