Some of the largest sales organizations in the U.S. are experimenting with ranki

Question

Some of the largest sales organizations in the U.S. are experimenting with ranking their sales reps based on performance metrics. Sales professionals are split on whether or not ranking is appropriate. At GE, for example, the top 20% get significant bonuses; the bottom 10% typically get fired.

Some say this is heartless and cruel and only serves to destroy teamwork. Others feel that it is a strong motivator and that not doing so is a management failure and a form of false kindness.

As a sales manager, would you rank your sales reps? Why or why not?

Explanation / Answer

I'd rather have a hierarchy in place instead of ranking them in one pool.
Promotion to higher positions will be based on the parameters of experience,performance,leadership,teamplay etc; Also organisation of seminars with presentations and testimonials from the better performers needs to be made a regular thing. This motivates the sales reps. with below par performance to develop through the experience of learning and practice of these techniques. Dinner parties and casual gatherings will be encouraged to develop a family like bonding where individual success and mutual success are celebrated alike. This increases the team play and helps an individual go an extra mile for the sake of the company which he feels as his .

Competitive spirit is okay. But cut-throat
Competition of individual survival is only so much productive .I'd say it's rather more destructive to the cause. While competition brings the best out of an individual,It is the team work that brings the best out of the team.
As the famous quote from The jungle book by Rudyard Kipling says — 'For the strength of the Pack is the Wolf, and the strength of the Wolf is the Pack.'
Which in the context means that 'Each individual should rise up to the occasion and deliver his best and it is the team that should assure him that they have his back while facing tough challenges .'
After all the real success in life is when one can share the moment of glory with the ones who were part of the journey which is realized by my style of approach and not performance based discrimination.

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