The behavior of sales professionals is easy to shift despite the challenges CEOs face about the lack of revenue coming from the sales organization.
Sometimes I see sales incentive plans that simply outline how much commission a rep will get based on goal. That can work – in mature businesses – especially if the numbers are being met and exceeded consistently. But what about for smaller businesses when the the same type of plan(s) across reps aren’t getting the job done?
Incentive-based sales teams are the second easiest team of any in the organization (first being the leadership/executive team) to shift behavior.
It all comes down the incentive plan. If you, as the CEO aren’t getting the desired results from your sales organization then add to, or change the commission plan.
You may want more top line dollars each month/quarter, you may want a certain amount of booked profit on each transaction, you may want your team to show certain behavior – calls, emails, social activity, face-to-face meetings.
The data that comes back from this is incredible. The fact that other elements below the sales booking number are being measured can provide guidance around what is happening.
Whatever you are looking to have your team do, provide an incentive. You cannot assume that everyone will know what to do.
The incentive will drive behavior.