A couple of things I learned in a career in sales and engineering: 1. Salesmen make most of their money pushing and closing on a hot product with a true advanta

A couple of things I learned in a career in sales and engineering: 1. Salesmen make most of their money pushing and closing on a hot product with a true advantage. This is easy big money, and it's a lot lot of fun. During this mode, when they come to town, they screw the secretaries in the marketing department (back then.). This mode can't last; market saturation and the competition intervene. The company is wasting a lot of money during this period on commissions, but the good times can build some loyalty in the sales force, but not much. Top salespeople leaving for the competition when this period ends is common. During this period, the sales manager should fire at least one salesperson who is above quota, but who is slacking off and not making the one extra call. That salesperson doesn't get it, and a rookie with a good understanding of the sales material can do great in this environment, and for cheaper. 2. Sales greatness is measured by stolen sales. By this, I mean that if looked at objectively, better specs/price, or historically, customer is used to buying from company, in many sales situations, one company starts out with an advantage. A great salesperson can reverse that advantage, and in doing so, outcompete his counterpart. THIS is why you pay a commission. 3. A salesperson is different from anyone else in the organization. He has to look the customer in the eye and ask for the order. And deal successfully with what follows. The people in the Apple Store are not salespersons, and are not paid as such. Imagine: 737 vs A320. Capiche? 4. Salespeople have contempt for engineers, whose heroics make them rich. Bad salespeople don't hide this effectively, and get fired. 5. Good salespeople know: "The customer is the star." Not his product, not his company, and not him.