I'm listening to the CD and the incredible success story. So much is good, one part that just resonated with me was how Mark used monthly competitions as motivators. They worked really well when the competitions were team based, the team supported each other's success and shared the team rewards. Once he tried individual competitions the salespeople started ripping each other apart. Main message of course is to design compensation plans that drive the behaviour you want, individual and team.
He had me until he said $200,000. yikes. I wish I could get our marketing people to generate leads for us in the sales team. I think I've gotten one good marketing lead in 3 months.
