More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make—and Get Extraordinary Results

126

Part Four • Infrastructure Decisions

Positive and Negative Rewards

Salesperson A, who maximizes her sales plan based on territory optimization,

should be better compensated than salesperson B, who has a great territory

that grew less than the market did, even if

salesperson B sold more dollars than salesperson

A. Reward the effort and achievement of some-

one who can maximize a territory, then reward

the person with more compensation and even

more territory!

These rewards might include:

• Bonuses

• Recognition

• Acknowledgment

• More territory

• Promotion

On the other hand, although I don’t recommend using negative rewards

to manage long-term growth, they ...