Should Salespeople Be Paid For Behaviour Or Results?

In this "End of Summer Coffee Table Chat" podcast, Paul and Fab discuss key aspects of sales, including the importance of remunerating activity, not just results, and the balance between activity, methodology, and third-party influence. They explore the challenges companies face in measuring and compensating sales activities, the necessity of sales training beyond product knowledge, and the psychological aspects of sales, comparing salespeople to spies in their approach to gathering information and building relationships. They also delve into why salespeople often struggle to ask the right questions, attributing it to a lack of training, fear of rejection, and the pressure to maintain a full pipeline, leading to a discussion about the difficulties of prospecting and the fear of disqualifying potential clients.