Phil Risher explains why team-based booking goals work better than individual rep bonuses. Companies using this approach have seen 10-20% year-over-year increases, with tiered payouts that reward hitting targets like 105 and 120 jobs booked.
10 to 20% year over year.
Increase to 110 jobs (a 10% increase) as a team goal.
All reps split $100.
All reps get $5,000.
If you're trying to come up with a way to incentivize your customer service representatives to book more jobs, I'm going to share a strategy that works with our customers that has helped them increase their booking rates at 10 to 20% year over year. So if you've tried to incentivize them by giving them. If you book 100 jobs, then you get X on a per customer service representative basis. The problem is that if they call and they speak with me and then they don't make a decision and they call back and speak with someone else, then whose lead is that? And you're trying to track it back and forth. And so what we found is by creating a team goal, by taking last year, let's say last November, let's say we booked 100 jobs and we want to increase 10%, then we can increase it to 110 jobs booked as a team. And what we do is we say if we reach 110 jobs, then we get a goal, whether that's a bonus that's paid out to all the customer service representatives or a lunch or a dinner, and we could even tier it. So let's say we book 100 jobs, we get nothing. If we book 105 jobs, we all split $100. If we book 120 jobs, we all get 5,000.
