Broaden your sales incentive focus and reap the rewards

Motivate the middle 70The standard scenario of any sales team can pretty much be summed up like this:

20% are gurus, 70% are core performers (kicking it somewhere in the middle) and 10% are lagging behind. Businesses spend more than a trillion dollars annually on their sales force – more than they invest in any other promotional tactic.  But are we throwing all this money and effort at the right people?

Your sales gurus are already nailing it.  We’re not suggesting you don’t recognise their hard work, but consider what would happen if you focus more of your attention on changing the behaviour of the people who can deliver more.

It’s time your core performers got some attention.

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