First Business

January 24, 2012

HR: Pushing the right button

Not every employee is capable of selling products or services to potential customers. The selling process requires an employee to possess a particular set of interactive and persuasion skills, as well as a compatible personality profile (garrulous, self-confident, unafraid of rejection, etc.). While some employees enjoy the challenge, most want no part of it and only a minority are neutral about the idea. For those tasked with a selling job, it’s typically a reflection of individual personality that would generate success or struggle.

For compensation practitioners, having the right person involved in the selling process can be more important than the compensation program itself, because dangling potential rewards in the face of the wrong person can be a waste of money and represents lost business opportunity.

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