[jacques_chester]

> But I'm not making a moral judgement.

I was addressing the parent comment to mine, which did seem to be making a value judgement.

> My point is that you will get bad salespeople by selecting for the ones willing to take smooth, low returns over commissions.

Can you back this up with figures, or is it your expert opinion?

[tptacek]

In the 3 companies I've worked at where I worked closely with direct sales teams, the ones who beat their numbers stick around, the ones who don't get fired. Your salary is the base pay you get whether you clear your numbers or not.

It's weird to call that "expert opinion". I'm not an "expert" at managing sales teams, though I've hired salespeople in 2 companies (I've never done sales or managed a sales organization). But we're right now not so much discussing my opinions about direct sales as we are talking about basic facts.

[jacques_chester]

I agree with you, personally; commissions have their place.

That said we don't really know. Everyone uses commissions because everyone agrees that they work. But I'm not sure we've tested the alternative. That's why the Fog Creek trial will be interesting.