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Sales Staff Motivation

Written by: David Acheson

Article Overview: An article on how important recognition and praise is to staff motivation.

Sales Staff Motivation

It is a misconception that money is the main motivator to Sales Staff, of course money is important but in most cases you will find that recognition and praise is rated by Sales Staff as the number one motivator. A lot of companies spend a lot of time working on pay plans and incentives but forget the basic things that help with recognition and praise. Sales boards are very important for motivation because they are very visible, it can be seen by anyone who enters the sales office and is a constant recognition of success. League tables, presidents clubs, over achiever clubs also recognise success over a longer period. A slot at the weekly sales meeting can be used to get a sales person to do a presentation of a good deal done, how it was found, what the company pains and issues were, how the solution overcame these, what products/services we used to make up the solution, how it was presented, who were the decision makers, the sponsors, what were the sponsors requirements and how the decision management was undertaken. You can also discuss what can be learnt to duplicate this solution to other businesses in the same industry with similar issues. This gives the salesman great recognition, but also has the advantage of being a training session for the rest of the team. Sometimes recognition is about making effort, for example if a salesman gets a fantastic deal his manager drops everything drives to meet the salesman, to shake his hand and buy him a pint to say well done for doing that great deal. This will mean a lot. Internal sales teams needs a lots of recognition and praise, this can be done by running monthly fun days, putting balloons on the ceiling, and every time they make an appointment they can pop a balloon, when all are popped then the management rewards by getting some pizza and beer in. You can give away small prizes i.e. lottery tickets etc just to make the day a bit of fun and you will be amazed how this will increase the results. Each month they should have a different theme to keep the interest. In summary a “well done” goes a long way, and if you get the well done comes from someone higher up in the organisation, i.e. if the CEO says it, it makes it even more special.

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Article Tags: balloon, balloons, bit of fun, course money, decision makers, decision management, diffe, fun days, incentives, league tables, management rewards, misconception, motivation, motivator, pint, presidents, prizes, sales person, sales staff, training session



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