Excelente artículo. De acuerdo al análisis del artículo y a uno de los principios fundamentales de TOC de que "La gente es buena" la Teoría X de MacGregor no es válida.
De hecho solo me falta invalidar o solucionar un supuesto para estar completamente de acuerdo y es la alta variabilidad e incertidumbre dentro del proceso de ventas, como una causa para utilizar comisiones de venta.
If I understand correctly, what you are saying is that in order to manage uncertainty in the sales process it is necessary to use sales commissions, but I think I'm missing the because to know what assumption you are trying to question?
By the way, have you read about Theory Z? I think you will find it very interesting and inline with the "people are good" principle of ToC. Take a look here: http://en.wikipedia.org/wiki/Theory_Z
Actually my comment is about discussions I have had with some customers claiming that because of the high uncertainty in the sales process and its outputs, they prefer to reduce the risk by keeping salespeople as autonomous agents. And that would be another cause to use commissions.
Of course, I tried to show that there is a way to reduce the variability in the sales process and increase predictability in outputs and hence less risk and no need for autonomous agents. This is the hardest thing to do. On the other hand some clients raised concerns about the psychology of the salesperson who is very well explained and invalidated in the article.
Excelente artículo. De acuerdo al análisis del artículo y a uno de los principios fundamentales de TOC de que "La gente es buena" la Teoría X de MacGregor no es válida.
ReplyDeleteDe hecho solo me falta invalidar o solucionar un supuesto para estar completamente de acuerdo y es la alta variabilidad e incertidumbre dentro del proceso de ventas, como una causa para utilizar comisiones de venta.
Hi Pablo, sorry for the delay responding.
ReplyDeleteIf I understand correctly, what you are saying is that in order to manage uncertainty in the sales process it is necessary to use sales commissions, but I think I'm missing the because to know what assumption you are trying to question?
By the way, have you read about Theory Z? I think you will find it very interesting and inline with the "people are good" principle of ToC. Take a look here: http://en.wikipedia.org/wiki/Theory_Z
Thanks for commenting!
Santiago,
ReplyDeleteActually my comment is about discussions I have had with some customers claiming that because of the high uncertainty in the sales process and its outputs, they prefer to reduce the risk by keeping salespeople as autonomous agents. And that would be another cause to use commissions.
Interesting, and I assume that you tried to persuade with cause and effect (or speculated cause) if their assumptions are valid?
ReplyDeleteOf course, I tried to show that there is a way to reduce the variability in the sales process and increase predictability in outputs and hence less risk and no need for autonomous agents. This is the hardest thing to do. On the other hand some clients raised concerns about the psychology of the salesperson who is very well explained and invalidated in the article.
ReplyDelete