#183: Beating the real competition

Does your company have a “salesperson of the year” award? If so, I’m sorry to hear that.

Let me tell you a story that I hope you’ve heard before.

Once upon a time an angry bear stumbled upon two campers. The one camper quickly put on his running shoes. The other one shouted, “You’ll never outrun the bear!” His ‘friend’ replied, “I don’t have to. I only have to outrun you.”

Now, tell me, if you want to win the salesperson award, who is your real competition? Yes, your own colleagues. Not the sales people at the rival company.

Don’t get me wrong. I like competition. But I don’t like ill-conceived reward systems because anything ill-conceived triggers the law of unintended consequences.

A salesperson of the year competition might get you more sales. But it will get you more internal competition and less team work.

Why take the chance? Design something better.


I’m james@nonsenseatwork.com

Copyright: 2008 James Henry McIntosh

James can be heard on Public Radio, 88.9 FM WCVE, Richmond VA.
Monday - 7:19am and Saturday - 8:19am