Herding Cats & Sales Reps

By: Tomi Tapio K

Getting sales reps to do what is best for the company is sometimes like herding cats.

If you yell at a cat and threaten her does she do as you ask?

No. She’ll look at you with disdain and most likely turn her back.

You can pick her up and force her to do as you wish – because you’re bigger and stronger than she is.

Or you can properly incentivize the good behavior.

The only true way to herd a cat is to convince them that your interests are also their interests.

The same goes for managing sales reps.

You can yell at them because you’re the boss, or you can incentivize the intended behavior enough that they choose to do what you want.

The latter choice is best for everyone involved.


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