Sales Professionals: Motivated by What?

February 13, 2017 Deb Broderson

Motivated by What?               Image result for motivation

The competition for top-performing sales professionals is fierce! Executives and HR leaders continue to look for ways to attract great employees, engage their workforce and retain their greatest asset.

Since we’re all individuals, we’re not all motivated by the same things. It’s never been more important or more challenging to structure incentives that will be effective across the entire organization.

Organizations with highly engaged employees enjoy lower turnover rates, and studies clearly show the impact that reward & recognition programs have on employee engagement. To create a culture of recognition as well as to reduce turnover, HR managers are partnering with experience firms to structure performance-based sales incentive programs.

In order for any sales incentive, reward or recognition program to be successful, it must include these motivational elements:

Emotion
What is the mood of the organization? Are the employees engaged in the organization or the process?

Buy in 
Involving representatives from the program participant audience will increase enthusiasm for the program and will take the guess-work out of the reward selections.

Communication
Millennials especially require frequent updates. Decide how you’ll communicate the objectives of the program, the way in which and the frequency with which you’ll be providing updates.

Feasibility
Involving program participants in the planning process will also help to ensure that the objectives are feasible and that you’ve identified all of the resources necessary to meet the objectives.

Work Utility
Each participant will need to understand their role in the process and make the judgment that the rewards are “worth it”.

Management support
You must have top management support or you risk the attitude that “this too shall pass” as just another temporary initiative.

Employee capability
Are the employees capable of reaching the objectives? Do they have the skill sets already or will additional training be necessary?

Analysis & feedback
At the end of the program, go over the results with your participants and solicit as well as provide feedback on the program results.


There are specific steps to take to make sure that your sales incentive program achieves your objectives. When your sales force is recognized and rewarded for reaching or exceeding performance goals, you’ll have lower turnover and a more motivated and engaged sales force!

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About the Author

Deb Broderson

Deb Broderson comes to Perks with 30 years of diverse experience leading channel marketing, marketing operations and program management teams within the technology industry. Deb has provided strategic direction to Fortune 500 clients, developed and executed global, multi-channel, go-to-market strategies and created worldwide field marketing organizations. Deb has worked on both the agency and client-side of the business, providing a well-rounded perspective to client challenges. Deb was honored as one of the Top 50 Channel Chiefs in North America by CRN.

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