Have you ever felt you’ve been pressured into buying a different product from the one you were originally looking at because the salesperson was so eager and convincing?
And then you get back to your office or home, feeling disappointed, almost cheated and too upset to follow up the situation with the company?
Or the sales person traps you in a moment of weakness, promising the earth, and then lets you down with no after sales service?
And when you do eventually get through to a sales manager or senior customer service manager, you discover you’ve been sold a product that greatly benefits the salesperson’s bank account, but has in your opinion now damaged the reputation of the company.
It’s a situation that can easily arise when a motivation scheme is designed to serve the company’s interests above all. Or where the rewards deployed in sales organizations to incentivize sales people for certain sales behaviors and activities, are not in total alignment with the company’s objectives and plans.Read more