Travel-media company Ink to pay sales team based on behaviours, not revenue targets

The company, which has a regional office in Singapore and sells advertising in more than 100 countries, says its new "Iceberg thinking" approach seeks to improve the behaviours of its salespeople in order to reduce short-term thinking and make sure they are focused on helping their customers grow their businesses.

Salespeople will receive guaranteed commission based on meeting a minimum daily commitment for making a number of quality calls to decision makers, according to the company. They will also be tasked to deliver a "value sales proposition" rather than seeking commodity sales. In addition to the guaranteed commission for these behaviours, sales people will still be paid commission on the sales they make. But the company maintains that guaranteeing minium pay in exchange for proper behaviour will remove the risks for salespeople and encourage the good practices that lead to each sale.

"By changing the way we manage our time, we will raise the bar in our people’s performances and the level of customer service we deliver," Gerry Ricketts, managing director of Ink Singapore, said in a statement.