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To help his sales people reach their goals, Tony Frederick has found an effective way to get their spouses
involved.
Frederick, CEO of Frederick Seal Inc., in Bedford, N. H., a marketer of industrial sealing devices, holds a party
every January for his sales men and their wives (Frederick's sales force is all male). There, he announces an expenses-paid December
vacation for each couple that meets specific selling goals for the year. Last year the winners went to Acapulco; the destination this year is
Aruba. Every month Frederick sends report cards home to the spouses, detailing how well their husbands are moving toward their goals.
The system, says Frederick, motivates the women to help out at home. It gives them added reason to be tolerant
of their husbands' long hours, too.
"A salesman can tell his wife he's doing great, but each month she really finds out," says Frederick.
The report cart also keeps the reward squarely in view at all time. "Most people cant keep their eye on the target when it's so far away." Fredrick says. "We make it
more immediate."
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