We need a tough, but fair way to reward producers and encourage those who can do more.
Walking into a seminar recently, I overheard a woman say, “Oh, but even if our salesmen don’t make the quota, we give them a bonus anyway. After all, they tried. And if we don’t give them the bonus, their morale goes down. And how can you expect a salesman to sell if his morale is low? You gotta keep the sales team fired up!”
I grabbed this woman by the hair and swung her around, her neck twisting like pulled taffy. OK, not really. But I did ask, “You give every salesperson a bonus … no matter how much they sell?”