I hear successful executives say this all the time, "I know what I'm good at and what I'm not good at. My success depends on finding other people to fill my gaps."
Sales organizations are quick to title their people as "sales executives". If they are truly executives and want to be successful, then why should it be expected that each one is fully competent in everything necessary to produce a thriving sales organization? No one is good at all the things necessary to fulfill the sales role including proposal writing, finding new business, giving presentations, relationship building, closing the "golden spike" deal, etc.
I think the compensation system disables sales leaders from doing the right thing with respect to organizing for success. In most sales situations, team selling is essential. If companies were able to break down the role into positions just like on a baseball team, there'd be someone playing first base, pitching, driving in runs, etc. And the right compensation scheme would naturally fit into place.
So, how can we make this happen and not let singular sales rep commission entitlement be the deciding factor?
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