Many sales companies have an effective incentive compensation plan in place. These programs can both increase sales and establish a company culture in which collaboration is a priority. Although these are undeniably important benefits, many executives and office managers overlook these ICM programs as a way to promote leadership among a sales force. Keep reading to discover how incentive compensation management and sales performance management can help mold solid employees into future company leaders: Keep an eye on team-based competitions One of the most productive ways to motivate salespeople is to implement team-based competitions. These initiatives are not only effective in encouraging collaboration, but also provide an opportunity for a VP of sales to discreetly monitor sales performance and savvy communication skills amongst a group. As with almost every group initiative, it will become clear who takes on a position of leadership, versus those who take the advice of a leader, and contributing members who develop strong ideas without fighting to take on the role of group leader. Make informed decisions Informed decision making is one of the major benefits of sales performance management and accompanying software. An executive will be able to monitor interactions between team members and compare these results to hard sales numbers that are readily available in the sales performance software. An executive may discover that an alpha leader may guide a team effectively but fall short of sales expectations, while thought leaders bring in high numbers and revenues. From there, a VP of sales cam determine who would be suitable for a leadership role – there’s no rule that says the most vocal group member should be promoted. With a bit of communication and leadership training, a less obvious choice may just be the best person for the job. When an executive makes the call to select an individual for a promotion based on solid and reliable information, a company will find itself on the way to achieving lofty goals.
