Here's 3 Ways Companies Commit Revecide

I know.  It seems insane that companies would want to kill their revenue (my wordsmith of "revecide").  But they do.

There are three easy strokes companies can - and do - take to kill the revenue from a company with sales professionals.

1. Hire only people who have a "book of business." Because it's too hard to develop quality people...so buying business is the quick fix.
2. Constrain the commission and compensation programs. Because if the sales team brings in large revenue, companies feel uncomfortable paying for that work in relation to other company employees' pay.
3. Don't recognize or reward the sales team publicly. Because others in operations don't get recognition so it seems unfair to award those in sales.

 And the result?  Well, let's follow these 3 strokes with their results.

• "Book of Business" reps leave to sell their book" to another company. Think about it; the "book" only has value if updated and moves from company to company.
• Capped commissions or restricted comp programs will cause you to hire less experienced reps, requiring you to invest in your sales team...but they will leave you for better paying companies once they become top-tier reps.  Yup...you just trained your competitor.
• Sales professionals are wired to be social. It's what makes them different and good! And to not reward or recognize is a stomach-punch. De-motivation will result and their drive is gone.

Want to kill your revenue?  Buy business, constrain your sales force, and treat sales like everyone else.