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mikefocke · 07-25-2010, 01:54 PM

The Canada guys want to protect their market because they know you can import for less. They don't get paid a cent on that and, now that they are a separate corporate entity, they have to pay for that corporate overhead on a much smaller base of sales than when Atlanta could spread the costs over the total US and Canadian sales numbers.

Sales driven compensation guarantees an internal fight over who gets credit for the sale. And drives people to act selfishly and not for the benefit of the long term corporate interest. A sales guy doesn't care if his actions will drive business into the repair side, that is a different profit center and so benefits him little and long term...and if he doesn't sell he won't be around to collect anything anyway.

And in a tough market, the fight over who gets credit gets only worse because every side has to justify their positions with numbers every month.

07-25-2010, 01:54 PM	#5
mikefocke Registered User Join Date: Aug 2005 Location: Sanford NC Posts: 2,537	You have to understand sales quotas and how they drive what people on quota to do The Canada guys want to protect their market because they know you can import for less. They don't get paid a cent on that and, now that they are a separate corporate entity, they have to pay for that corporate overhead on a much smaller base of sales than when Atlanta could spread the costs over the total US and Canadian sales numbers. Sales driven compensation guarantees an internal fight over who gets credit for the sale. And drives people to act selfishly and not for the benefit of the long term corporate interest. A sales guy doesn't care if his actions will drive business into the repair side, that is a different profit center and so benefits him little and long term...and if he doesn't sell he won't be around to collect anything anyway. And in a tough market, the fight over who gets credit gets only worse because every side has to justify their positions with numbers every month.