GoalQuest® is the industry's only patented incentive structure design. It has demonstrated results in over 700 programs and with 1,000,000 salespeople.
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Seven things you need to know about goal setting to keep your reps from turning into zombies.
Many businesses take a do-it-yourself approach to incentive programs. This may turn your highest-potential reps into mindless zombies. Don't do it. By allowing sales reps to select their own personal goals, for a specific initiative, you engage them and they will deliver (almost) super-human results.
1. People set goals naturally. Everyone has the inclination to set and achieve goals. Selecting a personal goal tied to individual baselines helps sales reps feel they have a fighting chance to achieve. People like to believe their situation is unique. If they don't feel they have an advantage, they won't participate.
It is important to have goals that are relevant to all performance levels as it increases attainment and delivers better results.
2. When you let people choose a goal, they do. In fact 93% of direct channel participants choose a goal