#67: Listen as Ben Rubin, Senior Business Development Strategist at Remotive, discusses commission versus commission-less sales models. Ben and Tyler examine harnessing motivation, where companies go wrong, and how fostering happiness impacts job performance and recruitment.

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Check out the Cliff Notes below:

The Role of Motivation (:28)

It's interesting to think of commission as extrinsic motivation to get you to achieve an objective.

People are setting higher quotas so that the company grows, but then you still have this missing alignment between what people are hitting and where they're getting to that point.

You have to find this intrinsic approach to motivate somebody, to get to a point where they're earning an income that satisfies their needs.

So we're looking at it from an approach, instead of trying to put a quote on you that's higher than what you can probably achieve. 

Where the Companies Go Wrong (4:39)

This is all tons of research and time trying to identify what's this good blend of setting a salary point in a quota and then how do you then continue driving on top of that quota.

There are a ton of variables involved in each of the companies. Then there's the scalability of setting quotas higher in different spaces, industries, and services. 

That's where the tricky part lies because you can find tons of articles and research about there with commission people in the SAS space, but not necessarily service. 

So, it comes down to figuring out a problem inside our space that everyone might not be going through the same kind. The best approach is a consultative, strategic selling process. 

Quotas and commissions exist because that's just how it's always been, but it doesn't necessarily mean it's the best model or the most motivating model for sales reps.

Balancing Stress (8:28)

We naturally think if we push harder, we can make more, but that doesn't always mean you hit quota. Sometimes, that means burning out and making less, which is a vicious cycle. It's why mental health and sales it's a hot topic.

Then there's the part about your customer suffering because you're stressed out now, and you're coming to these calls with stress.  

Ben is trying to challenge the status quo in a way that does make sense and does fit. They are trying to be the place where people want to work and enjoy working there. 

They also have a reduced work program where you can get paid the same amount but have reduced working hours. It adds sustainability and reduces stress, which increases performance efficiency. 

Attracting Quality Talent (12:39)

It's crucial to hold to your vision. When you start doing that, though, it seems like it attracts more talent. 

It's all about being with yourself, the people you would want to work with, and bringing together a culture. 

There's also the Steve jobs approach of hiring people that are smarter than you.

Many people coming out of school have few job opportunities and choose the one that has the biggest salary. They don't pay much attention to opportunities that will make them the happiest or give them a good balance. That comes later. 

Culture will be way more impactful on life, the commission structure follows, and then flexibility. That's what's going to drive your happiness.