Many organizations view incentive programs as the primary solution to driving sales results. While true, it is only the tip of the iceberg. While top performers will often stretch to win the trip, the real leverage lies within the middle 60% of the sales organization. Rewarding top achievers is critical to a retention strategy, but driving middle performers to shift to increase their results by just 5% can reap a 70% gain in overall sales results.

1. Solutions That Drive Performance

2. Increase performance.
How?

3. Lowest
Performers
20%
Middle Group of Performers
60%
Top Performers (20%)
Middle Performers (60%)
Lowest Performers (20%
Top Performers
20%
In Almost Every Organization…
Performance Falls into (3) Primary Categories
Population of Groups
Biggest Challenge is Where to Focus the Efforts to Drive Incremental Gains

4. Lowest
Performers
20%
Middle
Group
of
Performers
60%
Top
Performers
20%
Biggest
Challenge
is
Where
to
Focus
the
Efforts
to
Drive
Incremental
Gains
PopulaFon
of
Groups
Top performers generate 40-60% of the results
Recognize, and reward your top performers
(Retention)

5. Move The Middle
Middle Group of Performers
60%
5% growth from the middle 60%
Yields 70% more revenue
Than a 5% lift from the top 10%!!
Unrecognized potential
Substantial business value
Can be developed, influenced
Integral role in company’s culture
Enormous potential for HUGE gains
Experienced – feedback / coaching
Inexperienced - willing to learn / advance
Often lack instincts
Need skills / experience
Focus on high value activities

6. We measure the achievers:
Best Practices
Activities
Attitudes
Behaviors
We help to establish their performance as the new organizational benchmark

7. We plan & execute the Reward Program:
President’s Club
To recognize reward and retain your top performers
We Help to establish their performance and achievements as the cultural examples to follow

8. We also track and measure: The Middle Group
Measure against top achiever’s performance metrics
Across the sales organization
Best Practices
Activities
Attitudes
Behaviors
“What
gets
measured…
gets
done!”
Sets the new organizational performance benchmark

9. We recognize and reward milestones with award points
redeemed via a web-based employee rewards engagement portal

10. Increases in incremental sales results
Increases in revenues
Retain top achievers
Build a culture of success

11. Let us help you to achieve your goals

12. Contact
Us Today.
For a no obligation discussion on our
proven solutions to improve your
workforce performance, please
contact me.
Steve Mattoon
Sense & Company
949.375.2888
Steve@senseandcompany.com
www.senseandcompany.com