The lack of trust cascade effect

If you want high performance on your sales team...

Don't punish it.

Too many organizations raise goals every time representatives hit them.

Which results in increasingly difficult goals for the representative.

Which results in representatives throttling performance.

Which results in managers micromanaging activity.

Which results in dysfunctional cultures.

It's a cascade effect that results from lack of trust.

"Everytime I do 'x,' you do 'y.' So I just won't do 'x.'"

And 'x' is blowing out sales goals!

If you have minimum standards, expectations, and goals...

And a smart compensation plan that rewards excellence...

You don't have to punish representatives with the Peter Principle of sales goals.

And they'll be less likely to throttle performance.