And then there's the experience of the companies' customers. When we buy, we often see the salesperson as an adversary with whom we're locked in a zero-sum battle. That sort of relationship, says Weinstein, is ultimately bad for business.
Ending commissions, he said, sent "a strong message to the staff: We're not just paying you for what you close in the next five minutes. We want you to be an agent for the customer rather than a salesperson."