Every sales manager expects their sales team to contribute market and customer information in order to improve strategic decision making. This is the foundation to building a true learning organization with a sales team. However, some salespeople are impeding the flow of knowledge and weakening interpersonal and organizational performance.
Agricultural input manufacturers have widely used incentive programs in an effort to influence dealers’ daily activities. The incentive type and intensity vary a great deal, from cash rebates to bonuses, promotional tools, and relationship programs.