The ranking of sales people is one of the most effective ways to drive competition, and as a function of that, new levels of performance.  That said, the number one excuse offered from those not in the top position is generally something around why the leader had a built-in advantage of market, tenure, product availability, etc.  An effective way to respond to that challenge, and expand the reach of competition, is “Cell Based Ranking”.

In developing the approach, one must first identify the two most important MEASURABLE factors that determine the sales professional’s results.  For example, in a prior industry we determined tenure and market were most highly correlated to volume (exhibit a).  With that established, we created a matrix with tenure on one axis and groupings of MSA size on the other.  A key to creating the axis points is balancing each cell to contain reasonably similar number of sales executives;  both art and science are required.  In grouping the sales force this way for a 3 x 3 matrix you’ve increased the power of team ranking by nine which delivers two impactful outcomes: 1) great competition and pride for the leaders in each cell (before there was only one “top dog” which can lead to frustration with other great performers), and 2) removal of excuses for the “middle of the pack” which now sees people “just like me” leading the way in a cell.  For the latter, a subsequent advantage is that it is much harder to hide as the underperformer in a “cell” of 10 Sales Executives than being buried within ranking of 90.

Sales Executives need continuous reinforcement of where they are relative to individual and organizational goals.  Seeing today’s numbers on a spreadsheet or barked out on a sales call are one thing, but putting it into a picture adds another level of connection. 

One solution Quint developed with a partner is “The Performance Meter”.  Participants are all given an annual goal for production, invariably an increase over the prior year.  That information is loaded into the Quint platform along with current

YTD production levels.  Each time the participant logs into the site, the visual graphic to demonstrate where they stand relative to goal is right in front of them.  The reward for achievement of that goal is also reinforced through points being displayed on every page of the site.  Participants can set their sites on a trip to the Super Bowl, new HD television, or just about anything else, and then track their performance every day at the partner’s private labeled site. 

Another example in the application of a “Performance Meter” can be found in the QuintEvents line of business.  With team or individual goals in hand, several clients have engaged Quint to create a website where rankings are regularly posted alongside new product information, commercials, etc.  As rankings are tracked by the sales force, the brand and competition is strengthened.  The culmination can be a group trip to an exotic location like Cabo San Lucas, the NFL Pro Bowl, a team-building exercise at Richard Petty’s Driving Experience, or anything else your team can dream (and spend).

There you have it: three straightforward ways to begin thinking about how you and your team will meet and exceed the goals of 2008.  If you have any questions or would like to begin developing a strategy for performance with Quint, contact your Sales Executive today.

As we look forward into 2008, it’s “prime time” for some of the greatest events in the world of sports, corporate hospitality or sales incentives.  While QuintEvents can support all your corporate and group travel needs, we also package our “featured events” so that you can get an idea of inclusions, pricing, best practices, and more.  As a bonus play, at the end of this article you’ll get some details on a free gift from Quint that will help you keep track of the 2008 featured events.

To that end, here’s an account of some of early 2008 featured events and why we believe you may be interested in more information:

China was the first country to use paper money. Ancient paper money can be traced back to the Pai-Lu P'i-pi (white deer-skin money) of Han Dynasty (140 BC).  New meaning to “old money”.

The term "buck" relating to the slang for the U. S. dollar originated from the Old West when buckskin was a common medium of exchange with Native Americans.   What’s the deal with deer and money in history?  There’s a motivation book and / or pyramid scheme theme here somewhere...

Budget (from french bougette) generally refers to a list of all planned expenses and revenues.  Another reason to love the French.