When calculating sales commissions, you’re going to be paying the best to those that have brought in the most business. That goes without saying.
At the same time, you can promote their success to the rest of the team to encourage the same ethics, skills and processes to your other staff so they can emulate their success.
Of course, one problem is that those not performing, and sometimes those that are, believe in a series of myths that supposedly will make them a success. Here are five of those myths debunked that can help overcome the psychology that is stopping some of your sales team from achieving great sales commission:
1. Great salespeople are born and not made
This is completely wrong. A good salesperson can be trained by someone if they have the desire to succeed. The truth is that sales staff who perform better are likely to be the ones who’ve prepared better for their sales call, got a more well-defined strategy for the lead and have a standardised process for recognising opportunities.
2. You have to be pushy and aggressive to be great at sales
This myth is probably born out of stereotypes on television and films like the Boiler Room. However, the best salespeople aren’t pushy. They might be persistent and they might be determined, but there is a fine line between that and being aggressive.
A good salesperson instead talks to a customer about pain points and discusses how they can help solve it by building trust. You can’t build trust by being aggressive.
3. The best salespeople want constant recognition
A lot of people think that fame and fortune are the two motivations of a good salesperson. While recognition for some salespeople is appreciated, they don’t always seek it. Sometimes, just knowing that they’re getting a good pay-check is enough motivation for them. They would happily do the same job in the corner of the office, even if no-one said well-done to them.
4. The best don’t need training
Everyone needs training, regardless of their skill levels. Feedback and improvement is what has got many of the best salespeople to their current position and it will help them improve their performances for many years to come. So perhaps it’s good to have a good performer train with some of the other sales team to show just how far they’ve come and how much further they can go.
5. Top salespeople won’t help out peers
This is the worst myth about the best sales performers in an organisation. Many believe that they’re so cut-throat that they’ll hurt those seeking help. The truth is the opposite.
The best performers want what is best for the company, so they will seek out opportunities to improve others in the team so the company wins. If the company wins, then they will get better rewards.