Every company trains their salespeople to follow specific sales strategies. Whether it is Challenger, Sandler, Paul Hebert, whomever and whatever. Every company has a process. Every company has heavily invested in the trainers, the books, the updating salesforce.com.
They obviously believe this stuff is important and that it works.
But only 1% will reward people for doing the behaviors they spend a King’s Ransom teaching (maybe) their sales force.
Let that sink in.
Wouldn’t it make just a little sense to invest in making sure your training investment is being leveraged.
Knowing something doesn’t drive sales.
Doing something does.
Call me crazy but that’s my first shot. Reward the visible manifestation of the training.
Then reward the outcome.