This is an excerpt from an article in current Manufacturing & Technology e-Journal. It is dead on and against many current trends. Individual performance must be rewarded (in keeping with actual results) or you take the heart from your people. I suggest that not only the sales force should be compensated according to their results but your customer service team as well. It is so do-able. Write me and I will explain.
Enjoy reading Not everybody gets a Trophy:
Ken Blanchard once wrote: “There is nothing so unequal as the equal treatment of unequal’s.” It holds true in your Sales organization as well. Yes, you are a team, and yes, you need to be acting in the organization’s best interest. But the second you start to water down somebody’s earning potential is the second you lose their best effort. Let’s face it, with a few noble exceptions; most of us are out to take care of ourselves and our families first and foremost – we want to believe our future is brighter than our past. Fourth Quarter 2009 statistics show that 1 out of 4 people have updated resumes or are networking to find the next best thing. Most will continue to work hard because unemployment numbers remain above 10 percent. But you will never realize their full potential. Push them to perform - and reward them for it.
You need to be in the business of rewarding results, not effort.
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A discussion about the best practices of industrial selling. Insight on the use of the internet, websites, online marketing and social media (where it makes sense). Online activity is the best, cheapest & measurable marketing a small company can do. I'm gonna teach you how.
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