The Origin of Sales Quotas & Variable Compensation
Audio Podcast
Todd Caponi
Podcast Episode Description
Sales compensation – commission-only until the 1900’s. And, for good reason. You wouldn’t pay a rep you rarely see a salary, right? Sales are face-to-face. Travel is slow, there’s no real-time distance communication, and no CRM system, so it’s what you did. Sell something, get paid – a lot. Don’t sell something, don’t get paid.
The birth of salary+commission changed that, and inspired the need for quotas. In this episode, we track that progression, the original purpose of a quota, and how we’ve convoluted that purpose over time.
Maybe we should consider going back?
Know Someone That Might Like This? Why Not Share!
Know Someone That Might Like This? Why Not Share!
Other Podcasts You Might Enjoy
225 Years of Evolving Sales Personas
225 Years of Evolving Sales Personas "The selling methods of any period grow out of the economic situation of the time." - H.K. Nixon, Principles of Selling, 1931 Looking back over the past 225 years, the prominent persona in the sales profession has moved from the...
The 100-Year Sales Echo: Repeating History, and What Happens Next
The 100-Year Sales Echo: Repeating History, and What Happens Next In March of 2022, I released an episode of this podcast called "Using History To Predict - The Future of Sales", as we had been repeating the 1920s. Here we are over 3 1/2 years later, and so far, it's...
The First National Salesforce: How Cooke’s Sales Army Saved the Union
The First National Salesforce: How Cooke’s Sales Army Saved the Union You’ve heard about Abraham Lincoln. You’ve heard about Ulysses S. Grant. They’re credited with putting down the rebellion during the Civil War. But there was a forgotten sales master who may have...
0 Comments