Could the Future See B2B Sales Teams Being Compensated for Being Less Involved?

Christine Horton,

In the world of sales, one of the most common criteria upon which salespeople are compensated is how much they directly influenced a sale. The same, of course, applies to the IT channel.

However, with the huge shift over to digital platforms, are we now looking at this the wrong way? Could that approach now be less of a factor in a world that has moved away from face-to-face meetings and physical interactions?

So, given this shift in purchasing behaviour and the move to digital sales channels, firms can no longer pay out based on old sales methods, says John Bruno, vice president, commerce strategy at digital sales platform PROS, an AI-based platform that enables businesses to collaborate internally and externally, across all things product and pricing related.

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