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The Art of Motivating Salespeople
   
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Getting The Golf Ball In The Air With Physics
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Sir Issac Newton was one of the world's most influential thinkers. He tackled what most people would consider to be .....
When the tide comes in, all the boats in the harbor go up! The
long-term benefit of an incentive program is to coax your sales
force out of their production comfort zone. Once a salesperson
stretches to a new level of personal production, their
self-confidence and expectations skyrocket. Traditionally, sales
managers have relied primarily on commission to motivate their
sales force. Unfortunately, a compensation structure based
solely on commission does not address separate motivational
factors and therefore, commission alone will not motivate your
sales force to peak performance. The challenge of designing an
effective sales incentive contest is that it should not only
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below average salespeople as well. A successful incentive
program is a mixture of awards, recognition, and peer pressure.
To encourage salespeople to reach their full potential,
successful managers personalize incentives.
The secret to motivating a salesperson lies in discovering their
hot buttons and designing an incentive program that showcases
them. You can identify your salespeoples hot buttons by getting
to know their interests, hobbies, and recreational activities.
While money is certainly an important ingredient in any
incentive program, it should by no means be the only tool in a
managers motivational toolbox. If money by itself were a
sufficient motivation, salespeople would simply sell more
without additional enticement. Once you have identified
meaningful hot button incentives, you are now ready to develop a
written program that is understandable, measurable, and
achievable. Any program that does not take these three critical
components into consideration during the design phase will be
confusing and more than likely counter-productive. In order for
your program to be financially self-sustaining, you must reward
productivity, not activity. In other words, dont pay on
attempt, pay on measurable results. One of the biggest mistakes
a manager can make is to water down the incentives by under
funding the program. A well-structured program will more than
pay for itself from the increased revenue it generates.
In my opinion, the most effective incentive programs are those
that create the environment for multiple award winners so that
everyone believes they have an opportunity to win something. For
example, in a golf tournament, in addition to the lowest score,
there are often awards for best putt, longest drive, and closest
to the hole. In addition to highest total sales production,
potential categories you might wish to consider would include,
most improved production and market share growth. To maintain
interest it is recommended that the contest be of a relatively
short duration, such as a ninety-day period. Once the groundwork
has been laid, it is now time to promote and launch the contest.
Consider a business luncheon to generate excitement and kick-off
your contest with style. Display the actual prizes whenever
possible. Utilize a mail campaign promotional, preferably to the
home of the participants. Keep the enthusiasm building by
monitoring and publishing standings on a frequent basis. It is
an excellent idea to acknowledge and encourage accomplishment
with personalized hand written notes during the contest.
Continuously motivating salespeople throughout the year is a
significant challenge with which many sales managers struggle.
Offering incentives on a variety of occasions can provide
continual motivation and drive your sales force to new levels of
achievement!
About the author:
John Boe, based in Monterey, CA, is recognized as one of the
nations top sales trainers and motivational speakers. He helps
companies recruit, train and motivate quality people. John is a
leading authority on body language and temperament styles. To
view his online Video Demo or to have John Boe speak at your
next event, visit http://www.johnboe.com or call (831) 375-3668.