The quotes of Dan Pink from the webcast are backed by decades of research and support W. Edwards Deming’s views on managing people. “We are not as endlessly manipulatable and predictable as you would think.” “Once a task called for even rudimentary cognitive skill a larger reward led to poorer performance.” “The best use of [...]
Martin Fowler offers insightful details on the problems with using sales commissions (click on the right arrow button at the very top middle to see the next slide). Some quotes from his presentation: there are serious problems with the sales commission model, problems that led ThoughtWorks to get rid of all sales commissions in 2013 [...]
Dr. Deming explained that paying sales commissions to staff introduced distortions into the organization that damaged overall performance. Each topic has different connections to Deming’s system of profound knowledge, as he laid it out in the New Economics. The problems with sales commissions heavily touch on all of the four areas of the management system. [...]