The benefits of automating the process and sharing the data regularly are:
- all sellers can login via mobile web or desktop to see anytime, anywhere how they are doing
- sellers can track history over time – so they can think about optimising their behaviour over the whole quarter, not just waiting to the end of quarter
- managers can allocate points to the key behaviours they want to see more of – e.g. a focus on lead indicators such as prospects called rather than lag indicators such as sales achieved. That means sellers are nudged to the more useful behaviours right now.
- managers can run “team v team” competitions. That means sellers who are doing badly aren’t disincentivised – every activity still counts to the team total.