Salespeople were paid by incentives for centuries before economists began writing about the principal-agent problem. Keeping your sales team members engaged, uplifted, and inspired is often far trickier than teaching them what to say on a connect call or in a prospecting email. A well-designed sales contest is one of the best tools in your pocket.
But not all sales contests work.
Read on to know why how you compensate is just as important as what you compensate. If your employees don’t love your commission plan, it won’t matter how much you pay them – they’ll never feel valued.