| Case
Study: Increase
Sales
 Renee
was a sales manager at a fast-paced, high-tech software company.
Due to rapid growth of the company and growth of new employees,
she had been unable to establish a strong sales force before the
beginning of the new year.
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She knew the
beginning of the year was always the toughest
for a sales team. You needed to establish new relationships, find
new potential clients, start all over. How was she going to come
out strong in the new year and stay on top of the competition with
a green sales force?
Renee would
have to reach two different goals: to build her team and create
congruity and a strong sales number for the quarter. To reach those
goals, she started an incentive program for the new quarter. She
divided her sales force into four teams. She put three strong sales
executives on each team and dispersed the new sales executives among
the team.
Renee's sales
department goal was to increase revenues by 30% of last year's comparable
quarter. Each team thereby needed to reach their quota of 3.5 million
dollars. For every dollar amount over that quota, the teams would
compete for highest sales revenue. The winning team would win a
weekend trip to a hot-rod racing school.
Because sales
executives normally work independently and competitively with each
other, Renee's goal was to get the team to work together to reach
their number and so that the new sales executives would learn from
the seasoned executives and bring everyone up to speed.
The members
of each team worked together really hard to meet their team goal
and became very competitive with the other teams. They wanted to
win! By the end of the quarter, all four teams had reached their
team quota and one exceeded it by as much as $500,000! Team two
was right behind team one by a few figures. Renee rewarded the top
two teams with the exciting weekend package due to the increased
sales.
Another quarter
like that and she could compete for the VP position!
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