Time Waster #3 of our classic 15 Time Wasters of Marketing and Sales is what I call “Sunny Day Salaries.”
A “Sunny Day Salary” is a pay plan or commission structure that can only be met when “every single star falls into alignment.”
When every decision maker acts exactly the way we expect, when every sale goes according to plan.
As long as there’s no obstacles, no off-the-wall objections, as long as “Everything’s bright and sun-shiny,” the sales rep can meet their quota, and earn their performance bonus.
As every sales rep knows, real life doesn’t work this way.
To wit: . . . .Read More