Does The Use Of Sales Commissions Fit Into Selling Consulting Services?

Many years ago it all started well. The intentions were good and the implementation was pretty congruent with the intentions.

Then something shifted. They thought sales and marketing were way below them, and started hiring people to bring them business. And it was good.

Then they discovered that they can keep more money if they pay the business development folks for performance.

And that’s when the shit hit the fan. That’s when they started relegating the relationship-building process to commissioned salespeople, and that’s when consulting firms started sliding down on a slippery slope of losing their trusted advisor status, and becoming fungible vendors, many competing on price.

So, should consulting firms rely on armies of salespeople to bring in business?

This is what we discuss this month's furiously delicious episode of Commando Consulting, entitled, “Does The Use Of Sales Commissions Fit Into Selling Consulting Services?”.

Enjoy.