I recommend a stair-stepped commission or bonus plan that isn?t neatly incremental.
When you get to the top flights, you leap several steps in sales compensation at a time, leaving your more earthbound peers in the proverbial dust.
Two forms of motivation are required to make and sustain a championship teams: positive rewards for the winners, and negative reinforcement for the losers.
As General Patton said in the movie, ?America loves a winner and simply won?t tolerate a loser.?
In an achievement culture moderate or average producers are losers. Don?t tolerate them for long, unless you want to send a hopelessly mixed message!
Best-selling author of 12 books and more than 750 articles, Dr. Gary S. Goodman is considered one of the world’s foremost experts in telephone effectiveness, customer service, and sales development. A top-rated speaker, seminar leader, and consultant, his clients extend across the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com..
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