once commissions were no longer around, collaboration and commitment increased.
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."
