{
  "title": "Sales compensation: are we rewarding the signature or a deliverable commitment?",
  "url": "https://www.shr.swiss/blog/remuneration-commerciale-recompenser-la-signature-ou-la-vente-realisable-en",
  "language": "en",
  "datePublished": "2025-11-16",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Asking salespeople to build a sound proposal is not enough if their compensation rewards only the signature. Research sheds light on this mismatch without providing a universal formula.",
  "section": "Research",
  "topic": "High-Value Selling",
  "place": {
    "name": "Sion",
    "region": "Valais",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "What the literature establishes",
      "point": "Bengt Holmström and Paul Milgrom (1991, Journal of Law, Economics, & Organization) develop a model in which incentives attached to one task change the effort devoted to others."
    },
    {
      "heading": "The gap between what is requested and what is rewarded",
      "point": "Drawing on organisational examples, Steven Kerr (1975, Academy of Management Journal) analyses contradictions between the behaviours organisations hope for and those their reward systems encourage."
    },
    {
      "heading": "The hasty conclusion",
      "point": "It would be tempting to conclude that commissions should be abolished or every preparatory step rewarded."
    },
    {
      "heading": "What the evidence cannot settle",
      "point": "The first article is a theoretical analysis; the second offers an illustrated diagnosis, not an experiment with sales compensation systems."
    },
    {
      "heading": "A practical check in Sion",
      "point": "Within SHR's « Vente à forte valeur ajoutée » programme, a proposed exercise in Sion would track all contracts signed during a predefined period and check whether their critical commitments had received dated operational approval before signature."
    }
  ],
  "sources": [
    {
      "authors": "Milgrom",
      "year": "1991",
      "source": "Journal of Law, Economics, & Organization"
    },
    {
      "authors": "Kerr",
      "year": "1975",
      "source": "Academy of Management Journal"
    }
  ],
  "wordCount": 420,
  "image": "https://www.shr.swiss/img/blog-Training-High-Value-Selling-Sion-remuneration-commerciale-recompenser-la-signature-ou-la-vente-realisable-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/remuneration-commerciale-recompenser-la-signature-ou-la-vente-realisable",
    "en": "https://www.shr.swiss/blog/remuneration-commerciale-recompenser-la-signature-ou-la-vente-realisable-en",
    "de": "https://www.shr.swiss/blog/remuneration-commerciale-recompenser-la-signature-ou-la-vente-realisable-de",
    "it": "https://www.shr.swiss/blog/remuneration-commerciale-recompenser-la-signature-ou-la-vente-realisable-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/vente-forte-valeur/sion",
    "city": "https://www.shr.swiss/formations-ville/sion",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}