Want to submit a question and be featured in our advice column? Click here. (Don't worry, you'll remain completely anonymous).

‍

Dear Quota Team,

I manage a team of 12 reps, and my highest volume seller has a frustrating habit. He consistently gives massive discounts in order to close deals. Despite this, he still hits his targets through sheer volume. I'm confident he has the skills to sell without slashing prices, and he's leaving significant commission on the table (not to mention hurting our margins). I want to encourage him to maintain his sales momentum while easing off the discounting accelerator. He's selling more volume than any of my other reps, just at much lower prices. How can I approach this conversation without demotivating him or making him feel his current success isn't valued?

‍

Wondering in Nevada 
‍

--

‍

Dear Wondering,

Frame the conversation around his potential rather than what he's doing wrong. Show him the math on how reducing discounts on just a few deals would significantly increase his commission while maintaining his sales volume.  You could consider implementing a temporary bonus structure that specifically rewards maintaining margins, giving him immediate financial motivation to avoid heavy discounting. Whatever you do, approach this from a place of genuine support rather than criticism. Good luck!