The Complete Guide to Accelerating Sales Force Performance

Conclusion

Sales managers tend to hear the same stories over and over again: A new salesperson is happy to call at 9:30 at night to tell about a big sale. It is tough to respond with equal enthusiasm when a manager has heard this same scenario a dozen times before. Even if a manager thinks that he or she has seen it all, he or she must show surprise, amazement, and appreciation. The next day the new salesperson will be on the road before the sun rises. A top-performing salesperson has high achievement in one sales territory, while a top-performing sales manager generates success in ten sales territories.

Figure 8-12. Incentive Payout Table for Salespeople and Sales Managers.

	Salesperson		Sales Manager
Goal	Incentive Payout	Goal	Incentive Payout
Attainment ...