Why Keeping Your Staff Motivated is Critical to Your Long Term Success
Motivating your sales team can be tricky, at times impossible. We’ve all heard the term “sales burnout”, in order to keep team members fueled a good incentive program is essential. Sales spiffs (short for sales performance incentives) are used when reps/teams meet specific sales goals and create an atmosphere where everyone can win. It is only common sense that when that energy is created, people rally around it. Once people put energy into a team, the results can be amazing!
The key is to create reward programs that don’t repeatedly acknowledge the same people every time. Otherwise, by rewarding the same top performers every time, it sends the message that they are the only ones that created the success. These programs should actually be addressed to the groups of people that you want to motivate. You can do this in a number of ways.
Get your creative juices flowing, or tap into your marketing department to help come up with a theme. Many companies have created programs based on reality shows such as Fear Factor and Survivor. The key is to get the organization at the front of reps’ minds. The result will be a higher level of motivation because reps will know you appreciate their contributions and they’ll want to do more.
Also, it is important that your incentive program entails more than a cash incentive. Studies indicate that different people are motivated by different things. One person might prefer $50 cash, while another would rather have a gift card to their local restaurant. Gauge what works by their response to different incentive programs, or generate a survey asking reps what types of incentive programs they would like to see. In the long run, the results will make it worth your time.
In summary, continue to try and find unique ways that you can motivate your staff on an everyday basis. The incentives should be fun and should create a “team” atmosphere where everyone feels like they have an opportunity to be successful. Once this takes place, the results are sure to hit your bottom line.
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