Unrealistic commission targets are frequently changed at management’s discretion. The company often hires employees without prior sales experience and entices them with commission structures that are, in practice, extremely difficult or impossible to achieve. When entire teams consistently fail to earn commission, the issue is framed as individual underperformance rather than a flaw in the targets themselves. Targets often appear disconnected from historical performance data.
This creates a predatory dynamic, especially for employees in their first sales role, who may not yet recognize how unrealistic the structure is or how often expectations shift. Although the company often hires highly educated employees, compensation does not reflect their level of expertise.
Do not recruit people you cannot pay competitively, and do not take advantage of individuals who are new to sales. If you are considering a sales role here, familiarize yourself with your state’s wage and commission laws and keep thorough documentation. Do not allow yourself to be pressured or bullied into accepting unclear or shifting compensation terms.
