Sales people are sooooo competitive! They love winning an beating each other!
Have you ever asked yourself if this is true? In fact, evidence from the field and from science shows that competition and commissions wreak havoc with your business goals. Long term damage, high burnout, annoyed customers, bad relationships between employees, gaming the system, name calling, and colleagues not helping each other are effects of competition in a sales environment, where collaboration should be a top priority.
This presentation, as shown at the Sales 2.0 Conference in San Francisco in 2014, questions the conventional wisdom of sales contests, sales commissions, and points to Gamification as a way to use better suited techniques to create a high performance sales team.