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As part of the competition, each team had roughly two managers and half of the store’s salespeople. Each team would set their own monthly objectives and then compete with the other team to see who could reach their goal first.
“We look at the prior performance of each salesperson over the last 90 days and their potential, how many cars they have coming in, and that’s how we set their objectives,” Allen explained. “That way, the teams are always even.”
At first, the teams focused on the number of vehicles sold in a month and later added options to earn extra points for selling accessories and receiving five-star reviews. Each month, give or take, Allen also would switch around the managers and salespeople on the two teams.
“We definitely moved people around to keep things fresh,” Allen said.
Winning teams would get a bonus at the end of the month. The biggest bonuses were between $1,000 and $1,500 per person, he said.
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