IBM: The Master of Motivation Sets a High Bar for Professionalism
September 2, 2021
I sure don’t know if the information in this story is accurate:
The headline is catchy but the message seems like one I have seen before.
I noted this statement in the article:
according to this latest lawsuit and many others, IBM does not keep its payment commitments. Since 2018, the complaint says, Big Blue has successfully argued in court that its IPL is not a contract and it does not have a contractual obligation to pay specified commissions. As IBM doesn’t have any other contract with its California-based salespeople who earn commissions, the company maintains it doesn’t have to pay them what it said it would pay them. Predictably, this has prompted sales reps to sue to recover what they contend they’re owed.
The source article cites laws and regulations.
My thought is that IBM is taking steps to motivate its sales professionals to take action. What specific action? Looking for a new job perhaps? Looking for a lawyer? Sharing details about Big Blue with those interested in fading technology giants’ management methods?
Let’s ask IBM Watson, shall we? Will the answer be, “Let’s exploit the Pavlovian and insecure sales professionals”?
Stephen E Arnold, September 2, 2021
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