The saga continues. My friend as gotten to be a great resource for me on what not to do for sales management and incentive plans. Just after the last post a new turn of events transpired in regards to this latest contest. As I mentioned, her team was challenged to sell 2 specific add-on services (both truly commodities). Extra spiff’s were added by the manager to “motivate” the sales team.
One of the team members actually went out and sold 10 of these services which should have entitled them to a half day off (and no small feat to accomplish these sales). Yet, the weekly report listed only 1 sale. Naturally the manager checked to see if the missing 9 sales fell through somehow.
He discovered that the product manager (who has been riding herd on the team regarding these 2 services) is the one who decided to claim the sales for his support team instead of the sales team. Further inquiries revealed that since these services are a team sale, it is the product manager’s decision as to whom receives the credit for the sale.
Well, as you can imagine the team has been talking and everyone now realizes the enormous obstacle in front of them. In case it isn’t clear, I am passing this on as an example of what not to do when motivating a team. Salespeople respond to their commission plan – both good and bad. Take a look at your commission plans and clear any obstacles that are in the way of your salespeople and success.