|
Pat Kelly, CEO of Physician Sales & Service (PSS), in Jacksonville, Fla., wanted his medical-instruments
salespeople to sell a load of examination tables within 60 days, So he gave them a sales incentive up font: cellular phones that they'd keep only
if they sold enough tables. "Once they got used to the phones, I knew they wouldn't want to turn them back in," says Kelly, who had the
phones installed while he was offering his sales force the challenge at a meeting.
Kelly wanted PSS's 70 salespeople to sell and average of one table apiece. So the deal was that each of the 12
sales offices would have to sell one $4,000 table for each salesperson in the office. If an office fell one table short, its salespeople would
have to chip in and buy one table short, its salespeople would have to chip in and buy one phone. The sales force not only reached its goal of
70 tables but surpassed it; 105 were sold, with no returns.
|
