Just a couple of ideas that you may find useful when reviewing next years remuneration packages.
Good salespeople are like top athletes. They are always pushing to beat their personal best. That’s why, in Symco, we pay a one-off bonus when somebody achieves a better monthly result than they have ever done before. If they want to get the same bonus again in the future, they have to beat their personal best again. They are effectively setting their own targets here, rather than having them set for them.
Make use of league tables too. If you use them already, you will surely have seen this happening many times – a salesperson will want to do a deal that’s got no profit in it, just because they want to chalk up a sale.
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