Day 13 Coin operated.

This is a running theme for non sales people about sales people.  The idea that the only way to get a sales person to do anything is to show that money is involved either currently or in the future.  This is interesting in that it shows the customer that they are more important just before they buy something.  More importantly it shows clearly how the comp model can affect what is sold, more than what the customer needs to be successful.  

When a customer does not have a high level of technical ability to execute, one would assume that we would help them by selling them the resource they need to get the platform installed and working before leaving them on their own. This only works when the comp model rewards this behavior.  I understand that profit margin is important to any organization and that software costs much less that services, but this is shortsighted.  So if a coin operated "person" can make $1000 when they sell $100,000 of software, but only $100 when selling $100,000 of services it makes for a very simple decision.  It also shows when a customer have a budget of $1,000,000 the more of that you can put into the higher profit bucket, the more comp you will get seems logical.

To take this further out is the key, if you make less now but have more upside over the next four years is that worth it. As we all know that will never work.