Retail Revisited with Harry J. Friedman
013 - Productivity Based Pay
Retail is a choice business, you have a choice as a salesperson to learn as much about the products as you can, you have a choice to show up to work with a positive attitude, and you have a choice to engage with the customers as they walk in. You should also be paid based on that choice. Retailers backed away from productivity based pay because they were under the assumption that their salespeople would be too aggressive, or too pushy, basically just obnoxious on the floor. Ask any store manager about how many complaints they got last month because their salespeople were too pushy, and you're going to wind up with a bunch of goose eggs.