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Why Commissioned-Based Sales Plans Fail to Work with Justin Clark Justin Clark is the Director of Sales for a janitorial and packaging products distributor. Over time, Justin’s company found sales reps spending more time auditing their paychecks than selling.  They also found the commission-based sales plans failed to motivate reps to do the best for their customers. To overcome this challenge they moved their sales staff to a pure performance review based salary plan.  In this interview, Justin shares the story of how they were able to make this extraordinary change in their compensation plan. Challenges Faced Money is emotional. 100% commissioned sales people would spend as much time making sure they’re paid what they earned vs selling. Reps pushed products that brought the most money. There were SPIFs (Sales Performance Incentive Fund) for products that were not good for the customer. Wanted to promote consultative sales and stop sellers pushing products and instead finding solutions. Commission-based sa