In response to the alleged conduct of BBC Television Licence Fee collectors, durhamlane, one of the UK’s leading sales training firms, believes that incentive-based sales schemes can lead to unethical practises and, in this instance, have the potential of harming the most vulnerable in society.
Newcastle headquartered, durhamlane, which specialises in training, outsourced sales and recruitment services, believes incentive-led schemes carry a significant risk of promoting the wrong behaviour.
Richard, who co-founded the business with Lee Durham, said: “If this is the case, it is a classic example of how incentive-led schemes promote and bring out the worst in people, in this case, preying on the most vulnerable to make commission. The tactics that are alleged to be employed by Capita are shameful, but sadly it is commonplace among firms.
“We break the mould across our industry, by not offering our staff commission when representing and creating opportunity for our clients, because it is simply not good practise. Commission schemes inform behaviour and it is necessary to be very clear and careful as to what behaviour you want to encourage. Unless managed effectively commission schemes can lead to results such as these. We prefer to spend our time working as a team and creating and delivering value – for the right reasons. There are plenty of ways to encourage and reward staff for doing a great job.
“It is this sort of behaviour that tars the sales industry, when it should be championed as a skilled profession.”
durhamlane works with clients from more than 14 countries around the world, including blue chip companies.