The use of rewards to reinforce behavior and actions aligned with your company goals makes sense on many levels, but it is not where the discussion of sales excellence begins, nor ends. A culture of success and achievement within your organization is critical to building a sustainable world class sales team. In addition to sales compensation, there are many factors that come into play when looking to create this winning culture.
- Sales Process Excellence
- Sales Compensation
- Career Development
- Skills & competency training
- Career road-mapping with future leaders
- Cross functional involvement
- HR can play a pivotal role as facilitator in this
- Management development
- Competency training
- Team & peer coaching
Jim Stoeckmann of World@Work summarizes many of these points very succinctly in the short piece below. I suggest scheduling some this week to break away from the routine and listen to this short 8 minute video.