Motivating the Motivating Factor - Your Sales Team
Date Posted: 08/13/13
It’s the perennial question posed by business owners and managers: “How can I motivate my sales people?”
A commonly held principle is that the top 20 percent of sales performers will continue to be successful on their own accord. They will always be in the top 20 percent regardless of what reward programs are in place because they know that if they sell more, they will earn more money. But when do financial rewards stop being enough of a motivator? Businesses, especially small businesses, must continue to actively engage the entire sales force to increase your overall sales and continued success of your business.
The monetary values of incentives are often not the critical factor in motivating sales people. There are plenty of low cost, high result methods to motivate your sales team. Here are a few.
If you decide to create an incentive program which rewards sales achievements with money or goods, be sure to keep the program simple. The goals should be a stretch, but should also be attainable. Make certain the rules of the game are not complex and contain no ambiguity. Successful incentive programs reward success immediately.
Recognizing and rewarding sales people is a constant effort – but one that costs little and provides substantial results. Be sure to recognize good work and share it publicly with a sense of urgency. And remember, there is no such thing as too much recognition.
Copyright 2011 Feel free to publish this article to your own site as long as you give credit: Maureen Kanwischer of Momemtum Business Consulting and link to my website: www.momentumbc.com. Thank you.
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