You Get What You Reward

Culture has been defined as “how we do things around here,” and a a big part of the culture of your business is your reward system.

You can’t blame people for maximizing their outcomes in the reward system you set up. After all, they are responsible for taking care of themselves and their families.

For example, if you create an “eat what you kill” reward system for your sales team (you get paid only on the business you bring in), then you’ve set up a “scarcity system” in which your salespeople will hoard valuable information about possible new business for fear that their “competitors” (other salespeople) will “steal” from them.

By contrast, if you create a reward system that includes both individual rewards and team rewards (e.g., profit sharing), then you’ve incentivized your sales team to capitalize on the added benefits of teamwork (1 + 1 + 1 = 5). Your salespeople can help each other succeed bigger by sharing leads, tips, etc.

Now the members of your sales team can take advantage of the individual freedom that rewards individual effort as well as the teamwork that rewards team effort.  

Hiring people who are team oriented in the first place is a key ingredient in making this dual reward system work at full capacity. But why would you ever want to hire people who don’t care about other people anyhow?

Guess which reward system brings in more sales…

Don’t be a stranger. (770) 993-1129. tdockery@TheResolveFirm.com