Why Rank Plans Can Bring Out the Best—and Worst—in Your Sales Force

Posted by Mike Martin on Wed, Feb 20, 2013

Compensation plans are often like sports, and not always in a good way.

For instance, if I were a vice president of sales or marketing, I’d rather see my reps competing against the marketplace, like a sports team battling another one, or competing against their own personal goals, like a golfer trying to beat her lowest score.

What I wouldn’t like to see is my players competing with each other for personal stats and not the greater welfare of the team. 

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