League Ladders
The effective use of league ladders and stack rankings will often drive discretionary effort from sales people.
League ladders are especially effective for running sales contests where there is a reward for achieving target or for being placed in the top echelon of sales performance (eg top 20%). A timely and accurate ladder that is published in a 'public' forum can drive a level of focus and activity that is not possible with private sales incentive compensation.
Stack rankings can be used to communicate 'relative' performance to individuals. This can be especially powerful in sales roles where external factors may play a large role – but the individuals performance to their peer group is paramount (eg pharmaceutical).
Common issues
Producing timely and accurate league ladders is often a challenge for sales organisations. Sales people experience frequent and long delays in accessing league ladders. Often, there is no visibility of the report until after the program has ended!
The degree of difficulty is often higher than you'd expect. There are four common obstacles to league ladder reporting:
• Manager's discretion required to change the calculated results
• Adds, moves and changes to job roles during the reporting period
• No single source of data
• Perceived sensitivity of the data
The PerformanceCentre League Ladder Module
PerformanceCentre.com's platform incorporates a specific League Ladder Module facilitating fast set up of league ladders and flexible report design and publishing features.
The League Ladder Module allows clients to design and build any league ladder in minutes ensuring maximum return on investment and improved sales performance.
