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Competing motivations creating confusion
How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which can affect team morale, client relationships, sales, staff retention, and so on. For instance, I recently met the managing director of a medium sized software business who asked me why would his sales people keep selling one version of their product when they had been instructed to also sell in a newer more comprehensive version of the product.
Are you creating competing motivations in your sales force?
I recently met the managing director of a medium-sized software business, who asked me why would his sales people keep selling one version of their product when they had been instructed to also sell in a newer, more comprehensive version of the product. It turned out that his sales people earned more commission by selling in the older version than the newer version of his product. And the sales people made the bulk of their income from their commissions rather than from their salaries. There you have it. What makes perfect sense to the sales person does not always work for the organisation or the customer.

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Budgeting for Employee Training
The issue of employee training is a contentious one, especially when it comes to budgeting. How much is too much in terms of allocating funds to training staff? Is it an investment or a redundant expense? It seems that business owners around the world are divided on the issue.
You Don't Always Have to Be Right
You know the situations - you're in a conversation with someone and it starts to get a little contentious because you differ on the "facts."

Competing motivations creating confusion
How to incentivise and reward sales people has long been a contentious topic. Too many times I have seen businesses set up incentive programs that reward the wrong behaviours which can affect team morale, client relationships, sales, staff retention, and so on. For instance, I recently met the managing director of a medium sized software business who asked me why would his sales people keep selling one version of their product when they had been instructed to also sell in a newer more comprehensive version of the product.
Valuing Diversity
Much has been written about the topic of diversity. This article deals with my views on the topic in terms of why and how to achieve a culture that values diversity.
Can You Sell Your Online Business Idea? Clarify for Entepreneurs
If you're looking for a way to make more money online the obvious first place to start is with your own interests and hobbies. If the topic interests you - then there is a high probability that the topic interests thousands of people around the world! So how do you choose your topic? Well, ask yourself a few simple questions about who YOU are:
How to Speak & Present Without Notes
Why would you want to speak without notes? Because you will look more confident and knowledgeable about your topic. You will hold the attention and respect of your audience as they recognize that you know your topic well.

Teleseminars - 7 Steps to Creating Engaging Content
Creating a topic for a teleseminar is one thing. Developing great content is something completely different. Follow these 7 simple steps to create a hot topic AND great content.
Why the Relationship is So Important to the Sales Outcome
Many people have written extensively on the topic of relationships and selling. One common topic is that people only buy from people they like and the other is how to develop strong relationships. There is nothing wrong with either of those topics but they surely miss the mark in two important areas.
Hotel Tipping – The Daily Tips Have It!
A very common topic amongst travelers, especially in the U.S., is on tipping; namely who to tip, how much and when. You would think this would be an easy topic. Stay in room for a night, leave a certain amount of money as a housekeeping tip. But simple it isn't! Ask a hundred different people on their tipping practice and get a hundred different answers – until today.
The Leadership Management Scale
I often get into conversations with students about the difference between leaders and managers. I have written another article on this topic. This article suggests a visual sliding scale that can help you understand your natural tendencies on this topic.

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