Look Who it Was Random video

Rule #46: Reward the Behavior You Want to Increase

1,180 views · Published 28 February 2018 · 3:04 · Indexed 30 October 2026

Channel: Sandler · 2018 · Education

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Rule number 46. Reward the behavior that you want to increase. Build smart compensation plans. As a sales leader, we want to make sure that our people are motivated, are compensated, are doing all the right things that they should be doing to be successful. As sales leaders, we know from past sessions that we should take the corporate goal, break it down into a departmental goal, and then break it down into what do I have to do as as individual contributor on your team in order to hit those goals. That's al the right things, but there's something that may be out of your control that will put all of that to the side. It's called compensation.

ves behavior. People will figure out very quickly what the comp program is and what they have to do in order to hit their number. They have a personal goal. I have never been so amazed by a group of sales people who can look and just break down a comp program in a short amount of time. I mean, within minutes they have figured out what executives two years to actually formulate. You have to do the same thing. You have to say to yourself, are we actually promoting what we want as a company? If you have a 70/30,70% net new business, 30% from existing customers, does your comp programactually reward them for net new business, and penalize them for business that they've gotten from existing clients over 30%? That doesn't mean take business away, but it also doesn't mean give them the same amount of money that they would get for net new business. They will focus in on where they're getting the money even if it's uncomfortable, which is net new business. 

corporate goals and the personal goals, sit down and decide, does my comp program actually promote what I want? You can bring in a group of sales people. If you don't know the answer, they'll tell you in five minutes. If you can't control your comp program at your company, run contests. You do control that. Run behavioral contests that will then do what you want from a departmental goal. For instance, if I had a 70% net new business, run contests on net new conversations that you have. Doesn't mean they've closed them, but if you have enough net new conversation, somebody's buying something. Right? Why don't you have a contest on that? You could have a contest on the number of net new closes. There's a lot of things that you could do within your purview, within your control as a sales leader to make sure that your comp program is consistent with your departmental goals.

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