Improving Average Performance (Downloadable Version Only!)

Oftentimes rewards are set up around outstanding performance--for example, only the top sales person receives a trip. Furthermore, it usually ends up that the same top performers win the award time after time. So the award does not motivate average performers because they don't think they have a chance of winning. How do you set up a reward system that focuses on turning the average performer into an extraordinary performer? Performance improvement is a journey--you need to do it step by step in small increments. Following is a three-step process for improving average performance.