Implementing sales incentive programs that require cooperation can lead to greater performance by all team members.
There is an old saying that a rising tide lifts all boats. This same principle applies to sales teams. Many organizations struggle to find cost-effective ways to boost the performance of individual staff members. The solution may be to utilize team-based goals.
As Call Centre Focus reports, implementing sales incentive programs that require cooperation can lead to greater performance by all team members. This in turn may result in higher morale and more engaged workers. Cooperation encourages team members to support each other's efforts, which can create a more efficient sales process.
Creating a team-based approach is no different than building an incentive program based on individual performance. Companies still need to consider their overall objectives and outcomes, and ensure that their employees understand these. A cooperative approach can even include gamification techniques. These are common in the sales environment and typically rank an individual's performance in comparison to his or her peers. However, instead of pitting individual workers against each other, businesses looking to integrate group-based efforts could assign small teams competing for a top prize.
Combining the aspects of competition with the supportive environment cultivated by teamwork enables all workers to contribute to the success of their groups or departments. It also encourages them to develop specialized roles and skills within the teams that can excite and energize them.