How to Manage Forced Sales Rankings

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Jul 27, 2011

A vice president of sales recently told us that he drives sales growth by publishing a monthly forced sales ranking of all salespeople. "Salespeople love the competition. They like to see where they stand, what it takes to be #1, and who they beat. Ranking really drives the competitive juices!" But one of the VP's salespeople had a different view of published forced ranking: "My territory covers a large geography that has less opportunity than other territories. The salespeople in big opportunity territories are always at the head of the leader board. Everybody sees my ranking, but do they ever consider how tough my territory is? I'm sure I'd be close to the top if I had a better territory."

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