Management Tip of the Day: Get the Most From Your Star Salespeople

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   TIPS   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   STORE RSS   |   Mobile AUGUST 1, 2012 Get the Most From Your Star Salespeople Get rid of commission ceilings. Caps on commissions incentivize salespeople to sell to the quota and then stop. Without them, you'll likely see increased revenue and happier salespeople. Offer over-achievement commissions. For those who surpass their quotas, increase the commission rate. This will keep your stars working hard during the fourth quarter, which is often when customers are most ready to buy. Allow multiple winners. This will boost sales effort and improve performance better than contests with winner-take-all prize structures. Today's Management Tip was adapted from "Motivating Salespeople: What Really Works" by Thomas Steenburgh and Michael Ahearne. Read the article and join the discussion:» Share Today's Tip: FEATURED PRODUCT Yes to the Mess: Surprising Leadership Lessons from Jazz HBR Press Book What can Duke Ellington and Miles Davis teach us about leadership? Learn how the improvisational "jazz mind-set" and the skills that go along with it are essential for effective leadership today. With fascinating stories of the insights and innovations from the jazz world, author Frank Barrett introduces a new model for leading and collaborating in organizations that can help anyone who leads teams or works with them. ADVERTISEMENT Follow the Tip: PREVIOUS TIPS Get Your Boss to Say Yes Get Unstuck When Innovating Choose the Right Leadership Approach Set Ground Rules for Your Global Team Make Your Presentation's Visual Aides Easy to Follow Don't Dismiss Critics of Change Start Your Team on the Right Path Conduct an Informal 360° Maintain Momentum for Your Change Effort Manage Your Team Indirectly All Previous Tips BEST SELLERS HBR's 10 Must Reads: The Essentials HBR's Must Reads Library Set Guide to Persuasive Presentations Guide to Better Business Writing Guide to Getting the Right Work Done Introducing HBR's Morning Advantage The Harvard Business Review Morning Advantage delivers the latest business ideas from beyond HBR.org directly to your inbox every morning — and it is free! Sign up today >> UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Management Tip of the Day" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. OPT OUT If you do not wish to receive any email messages from Harvard Business Review, click here. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2012 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)