Chapter 8Unethical Behavior

To veteran sales manager Charles, sales contests always seemed slightly unpredictable. You never knew which reps would find these mini-competitions the most motivating. No two salespeople he had managed took them more seriously than Tyler and Stacey.

Both solid producers, they turned every contest into a two-person race. If the other reps won as well, then that was great. But the real prize for both was outdoing the other. They good-naturedly motivated themselves and everyone else on the team.

To boost revenues for the slowest month of the year (July), Charles created a contest: Any rep increasing their sales from July of the prior year by 10 percent won a $150 gift certificate at the local mall. The rep realizing ...

Get The Sales Leader's Problem Solver now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.