Not until 45 days into my position did my co-workers (not Managers) finally explain to me the commission structure. If I had been told about the way the commission works at Avis before starting, I would NOT have taken the position. As a Sales Professional, I expect to be paid for my performance. Avis has a structure where you are penalized for randomness.
The structure for commission is as follows: you are to sell to customers coverages (Insurance,) upsells (get them into a nicer car,) and accessories (GPS, XM, etc.) Your target numer formula is as follows: extra revenue / # of rental days. What this means is that if a customer comes up to the counter, and has already purchased a 15 day rental and buys zero extra items, you have 15 big fat zeros into your monthly commission therefore bringing your $ down. This creates all sorts of issues: reps running away from the counter when they see customers with large suitcases (they know they are going to be using the car for a long time,) selective profiling (targeting only out-of-country customers b/c they are more likely to purchase coverages,) and a strong customer resentment knowing that in the end, servicing someone is COSTING YOU $ because they simply decide not to add $ to his/her own bill.
Avis can spin this structure any way they want, but there is no getting away from the fact: if you do not sell something to a customer, the customer takes money away from you personally / not Avis.
