Umarbek

Commission is a Nonsensical Trap

Traditional sales are 1) close the deal, and 2) get the commission. Bigger deal, bigger check.

Everyone says that's how it has to be. They're bullshitting.

Commission breeds hypercompetition.

It rewards the quick buck over long-term customer relationships. It overincentivizes making a sale.

I suggest a better model: Vest commissions over time. Pay salespeople based on whether customers stick around and stay happy.

Build a culture of relationships.

Make the team care about long-term success.

You get better customers, better retention, better salespeople.

A seller's job is to build trust. Everything else is just tools to get there.