Aligning Your Salesforce Behind an Event

Jeff Meeks and DocuTech have an event scheduled for May 17th. I pinged him yesterday to see how the registration was going (I knew, of course, but wanted him to focus :-).

Got a VERY interesting response to their approach:

 Yes, the registration numbers are currently not what I want for the final tally. No worries however, my CEO has an interesting method for motivating our Sales personnel to up their recruiting numbers. They will be charged a portion of the event costs where their recruiting investments generate customer registration numbers below their targeted numbers.

How's that for getting everyone on the same page?

Comments

• Anonymous
  May 02, 2007
  I was speaking with one of our longtime partners yesterday. They've had a tough time executing an event

• Anonymous
  May 05, 2007
  Suggestion only partly solves the problem. Sales people can be motivated by hope for gain--like the more customers you recruit, the more sales opportunities you will create for yourself. Kinda like Gary Player oft quoted message--"The harder you work, the luckier you get." How can someone fire a sales person for spending most of his/her time closing business? A true professional knows it pays to cultivate leads, but the real prize is delivering value to customers and bringing in the money-regardless of how many come to the event.