How about this idea.
Let's step away from the old idea of how many deals this month but focus in on how can we get more in the future.
In the era of ZMOT and the Thank you Economy, maybe creating an incentive to get more positve reviews is something to be considered.
What if you put an incentive out there for the salesmen that received the most postive online reviews in a month....or two.
Most likely if it was approached right the winner would end up with two 2-3 max. It would take a little work to determine the winner but would be well worth it as long as it was executed propperly.
That means giving the salesmen some ground rules on best practices on how to ask for those reviews the right way and then checking the major review sites at the end of the month.
One idea that I have heard is to put the picture and the phone # of the one who wins somewhere in the website...maybe under a tab that says Salesmen of the month or something to that affect.
Put the reviews under it so people can see why they want to call him. Undoubtedly that will catch the attention of the rest of the salesmen and they will be more inclined to go after those reviews as well.
Again it needs to have some ground rules. But if you listen to folks like Dennis Galbraith and Gary Vanderchuk and you realize that that the sales proccess these days is less about the close and more about your preception on line, then this should make sense in what ever capacity you employ the incentive.
