Advice Needed - Working On Commission

c&jp

Hi,
Any help greatly recieved. My husband works for an insurance company. His wage has a basic salary plus commission (based on what he sells each month).
The past year his commission targets have been based on "dual skill", meaning that he is trained and able to sell both Specialised Travel Insurance and Motor Insurance including Renewals for each product. Because he is trained to sell both, his targets are higher because on paper he has more opportunity to sell.
The problem is, that although they have targeted him on the dual skill, they have not trained him in Motor Insurance Renewals, only New Business sales, so he is at a disadvantage.This time of year especially, New business declines and renewals are relied upon to top up sales.
He requested the motor renewals training over a year ago, even going to his director of the department (who also requested on his behalf) and they said that they couldn't do it yet because the quality department did not have time to monitor him afterwards to check his competence. Only this month has he receive the training, which only took 3 hours to pass the tests etc and then it turned out that the quality didn't need to monitor him after all so he could have been trained months ago.
This month he has achieved and exceeded all target areas but has missed his revenue target (done on a revenue per hour basis), when he looked at other people's figures, it was found that those who were dual skilled with renewals training, had hit a revenue target higher than his due to the extra revenue from motor renewals. So he hadn't been targeted fairly.
The company also did a 2 week trial mid-month where they kept the business open 1 hour longer than usual to see if extra calls came into the business (to see if it was worth while staying open longer) but they didn't advertise these hours so very little calls came in and therefore there was very little opportunity to sell.My husband volunteered to do the extra 1 hour per night for those 2 weeks, but they didn't tell him until after he'd committed himself that they were not going to advertise themselves as open. As his commission is based on revenue per hour, these 10 hours have also impacted his commission target.
This month he has missed his commission target and despite him complaining of the above extenuating circumstances to his line manager, he has still be told no. Over the last year, this lack of training and opportunity to sell has made him miss full commission targets a couple of times. This is the last payday before christmas and this will impact us as a family by approx £400. We are really upset.
Is there anything we can do?