The document outlines a 3-step process for companies to improve sales performance by moving the middle performers: 1) Recognize and reward top performers to retain them, 2) Identify the behaviors and activities of top performers and apply metrics to middle performers, 3) Measure and reward middle performers based on adopting the behaviors of top performers. The goal is to gain a 90% greater sales increase by shifting the middle 60% of performers compared to a 5% shift in just the top 20%.

1.
1.
Intro
with
Tagline
(Showing
End
Result)
Move the
Middle.
How to Improve Sales
Performance Across
Your Entire
Organization.

2. Retaining Top Performers
Sixty nine percent of currently employed
Americans, are either "actively seeking" a
new job or "open to" a new job.
Companies have shown unprecedented
selectivity by targeting the best
employees of their competitors.
US Dept. of Labor, 2014
Jobvite Online Survey,
2014

3. "The central strategy of a properly structured
incentive program is to maintain the
productivity of peak performers while
simultaneously moving the
mid-tier performers
to the right."
Tom Wessling
Creating Workforce Performance

4. A 5% gain in the
middle 60% of
your performers
can deliver a 90%
greater sales gain
than a 5% shift in
your top 20%.
*Performance Plus Marketing, 2013

5. 3 Steps to Move the Middle
3

6. RECOGNIZE, REWARD & RETAIN TOP
ACHIEVERS.
Provide a path with the clear potential for growth for top performers.
Establish a means by which to separate the "best" from the "rest.“
Ensure a method of consistent public recognition for achievements.
Establish a distinguished and highly-valued group travel experience
shared with the executive team
Promote and expose opportunities for achievers to become
brand ambassadors for the company.
1.
TOP PERFORMERS

7. 2.
IDENTIFYING & APPLYING
ACTIVITIES, ATTITUDES, &
BEHAVIORS THAT WORK.
Establish a process to identify the specific behaviors,
attitudes and activities of the top achievers.
Determine the correlation of the activities, behaviors and
attitudes that drive overall performance.
Determine five key behaviors and activities that are
critical to success and that can be measured
consistently.
Develop a set a metrics that can be applied to each of
the criteria to engage and motivate sales personnel to
shift behaviors to focus on these key activities.
MOVE THE MIDDLE

8. APPLY THE METRICS
THEN MEASURE AND REWARD.
"What gets measured gets done”
Develop a method to rigorously measure these
‘best-in-class’ behaviors against key sales
activities.
Establish a monthly reporting cycle to both
measure and provide feedback on progress.
Develop a formula to reward points that
correspond to the key activities.
Provide a rewards platform for all program
communications, reporting, reward issuance
and fulfillment.
3.

10. Our Comprehensive Solutions & Services
Top Achievers Mid-Performers Under
Performers
Sales Incentives
Best Practices Qualification
Sales Excellence Rewards
President's Club Incentive Travel
Advisory Group Recognition
Ambassador Retention Program
Sales Incentives
Skills Development Training
Peer to Peer Engagement
Training Milestones
Administration / Analytics
Awards Design and Fulfillment
Sales Recognition Rewards
Sales Incentives
Training Initiatives / Milestones
Peer to Peer Engagement
Best Practices Skills Development
Administration and Tracking
Symbolic Recognition of Milestones

11. How We Work
We offer a comprehensive set of
solutions and options to help our
clients create workforce
performance within their
organizations.
We have many years of
experience with small, medium
and large organizations –
implementing tailored, cost-
effective programs that achieve
business goals and generate
strong ROI.
We initially meet to discuss your
needs, develop a strategy to
achieve your goals, then
expertly manage all elements of
program execution and support.

12. Case Study.
Situation
This office equipment manufacturer was looking for a way to recognize and
retain their best salespeople as a major competitor had begun to target
(poach) their top performers.
Challenge
Engage the sales organization by recognizing and rewarding the highest
achievers in such a way as to ensure that they grow in their commitment to
remain with the company and create the example for achievement across
the organization.
Solution
We designed a six-month incentive program utilizing a newly designed web-
based promotional incentive portal to promote the new initiative. Sales
results earned qualification in “The Club” which offered lavish recognition
that included the winner’s spouse / guest. We used video and other media
to promote the exclusive and prestigious President’s Club Travel Reward
across the organization.
Results
Top achieving sales professionals and their Sales Managers were awarded
the trip by achieving a predetermined quota that was specifically designed
to recognize these targeted candidates. Sales results were over 130% of
the pre-determined objective.

13. Industries We Work With.
AUTOMOTIVE
HEALTHCARE
FINANCE
+
INSURANCE
MANUFACTURING
TECHNOLOGY

14. Situation
A manufacturer was under pressure to maintain their market
share and to keep their best sales personnel from crossing
over to other brands while new model introductions were
delayed.
Challenge
Develop a program to engage the retail salespeople, offering
rewards in recognition of new vehicle sales. Rewards could not
interfere with compensation involving dealership pay plans.
Solution
We designed a comprehensive web-based enrollment,
communications and rewards portal that promoted the brand,
and interfaced with their sales reporting system to issue
rewards for new vehicle sales milestones.
Results
Sales professionals were awarded points for new vehicle sales
and overrides were awarded to Sales Managers to ensure
program support across the retail brand. Award points were
redeemed for highly desirable merchandise, concerts, sporting
events and gift cards. The program was so successful, that it
has been running for over 15 years.
Case Study.

15. 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