Sales is often associated with competition, which, in a sense, negates the idea of cooperation. But recent research from the University of Wisconsin-Madison School of Business suggests that incentives offered to teams might be more effective than those offered to individuals, when members of those groups have established a social connection.
Noah Lim and Hua Chen, both marketing professors at the school, were unsatisfied with existing research on incentives. Much of it suggested that groups enable freeloaders to thrive.