We often think of salespeople as charismatic, driven, and incredibly sharp. And they are. But they’re also very good at playing the game — whatever that game may be, depending on how your sales organization is set up.
Here’s the problem: The game isn’t always about getting customers. It’s often about hitting the highest possible commission, and that can be a huge disconnect from what’s best for your business.
Here’s how it plays out:
- Misconfigured CRM? Your sales team may spend more time trying to “prove” why it’s not helpful than using it properly. This can result in data gaps, missed insights, and decisions based on intuition rather than facts.
- Misaligned commission plans? If your commission structure only rewards sales of certain products, your team will chase those high-gain items, even if it means pushing away customers interested in other products. You sell out one product but let another pile up — and lose potential clients in the process.
What does this lead to?
- Lack of clarity on how deals are actually being closed.
- Misunderstanding of customer needs.
- Strategy driven by short-term gains instead of long-term vision.
Here’s what you can do:
- Configure your CRM properly: Make sure it reflects your entire sales process, so you have clear visibility into deals at every stage.
- Align commissions with strategy: Ensure your commission plan promotes behaviors that align with your overall business goals, not just quick wins.
- Long-term over short-term: Build systems and strategies that promote sustainable growth, not just immediate sales.
Why It Matters:
By optimizing your sales systems and commission structures, you not only improve your team’s performance, but you also make data-driven decisions that move your business forward.
What about you? Have you faced similar challenges in your sales setup? Drop a comment below — I’d love to hear your experiences and insights!