Implementation of Competency Model and Incentives in Sales Management

The process involves using a competency model with 26 dimensions, where input is gathered from different levels of the sales management hierarchy. Incentives like Special Performance Fund (SPF) are tied to improvement in competencies, which can be at the individual or team level. Efforts are focused on identifying meaningful themes per quarter to drive behavior change in the long term. An example is setting gates for achieving Salesforce Hygiene and mastering the Pidge deck to qualify for SPFs, ensuring even experienced sellers stay engaged and have opportunities to mentor others.