I need some help preventing a behavior from our sales organization. Currently, our sales reps are paid differently for deals that are "hunted" vs deals that are "farmed" AKA opportunities that come from Inside Sales. The sales reps have discovered that they can be paid a higher commission if they close the original opportunity generated by the inside sales team and open a new opportunity themselves.
Has anyone encountered something similiar? I'm racking my brain for a report or email alert that may solve for this use case and can't come up with one.
Thanks in advance!
Mike
4 respuestas
there are a few ways to handle this:
- the most obvoius one - consider chaning your process so they get the same comission!! a sales is a slae, why incentivise your sales team to prefer hunted opps ? (I assume the margin is different, but still consider the process first!)
- create an approval process for closing and opening opps, so the agent's manager can capture these scenarios (time consuming for the manager, but would add a control that in itself may improve behaviour)
- create a more intellegent solution that require the approval if a previous opp was closed on that acocunt with X day s
- require agents to populate a close reason, and implement process for agents who lose too many deals, for example tie their commision to the percentage of deals won - ie incentivise them to close famed deals as well
- create a custom check (flow or code) that prevents creating a new opp on an account shortly after an opp has been closed
