Motivating a sales crew in today’s tough economy can present a special challenge, not just because there may be a smaller prospect pool to draw from but also because business owners may have fewer resources to provide an effective reward system. Despite perceived limitations, sales crews can be every bit as effective in a tough economic environment as they are in a bull market. In fact, they can often be more so with added incentive awards. These five tools can help forestall even the most negative sales team outlook while providing a boost to morale whether the economy is boom or bust.
1. Personalize incentives
Monetary rewards and commissions are definitely an effective motivational tool. It’s important to remember however that personal incentives are sometimes far more effective than rewards that have a perceived monetary value. If you know that a sales team member has a baby coming, is planning on buying a home or is getting married, it’s simply a matter of a little creative thinking to personalize a specific incentive for them. For instance, if your team member is getting married or expecting a baby the incentive can be a few extra paid days off. If a team member is attending college, the incentive can be a prepaid debit card for the amount of a particularly difficult college expense.
2. Make sure your commission structure is realistic
If no one is making goal, everyone will be discouraged. If only one or two make goal, the others will merely be resentful. Goals should be adjusted to make employees feel that they are definitely attainable with enough hard work and effort without being far too easy. Also adjust commissions to the market ups and downs and seasonal shifts to make sure that goals are as realistic as possible.
3. Have occasional daily contests
Short term contests can help boost moral for those who may see the monthly commission cap as an insurmountable goal. Try announcing contests for the two highest daily producers with a small prize such as a prepaid debit card, a gift certificate, or even better a bit of your personal time over a cup of coffee. Short-term rewards can associate the victory of a win more closely with the hard work involved and remind the sales team as a whole that any reward is attainable.
4. Public Recognition
Sometimes a public thank you is its own reward. It doesn’t cost anything to provide public recognition for excellence, and the recognition of the accomplishment is often far more productive than a private thank you or financial incentive. This type of open achievement gives the recipient a future goal to live up to and others a marker to judge their own accomplishments. Nothing will ever top public commitment as a motivational factor to reach a goal.
5. It shouldn’t always be every man for himself
Common goals can create a sense of teamwork. Having a team goal with a solid reward will give seasoned veterans a great incentive to stop and share some of their expertise with the newer members of the team. An overall monthly goal with a tangible reward such as a prepaid debit card for each member or a fun company outing that every team member can work toward together will create a sense of camaraderie that will last far past the deadline and reward.
