Getting your sales team performing consistently is key to a thriving business. Power2Motivate UK have four ways to get all of your personnel selling.
Keeping your sales team at their high-energy best can be difficult, especially on tough days where failure to meet target is out of their control. Within your sales team there are going to be natural strengths and weaknesses. Certain individuals may be much faster at calls and administration, others may be more clinical but slower - a one-size-fits-all sales incentive that suits your entire team is unrealistic.
Power2Motivate UK has been industry-leading in developing sales incentive programmes for decades, and has compiled our experience to offer four ways to get all of your sales team performing to their individual strengths.
Motivating core performers
Steady performances from your largest group of sales personnel often means that they fall below the radar when it comes to awards and recognition. One way to address this is through a three-tiered sales incentive programme - you start by establishing sales targets at the core performer average, then have another tier at the average over-achievement level and a final tier at the average sales of high performers. This way you can encourage your core performers to move up the curve and raise the average sales for your business.
Allowing sales employees to monitor this with an online and interactive portal will help motivate them to keep track of their progress and customise their targets to suit their daily workflow.
Motivating sales strugglers
An established bonus scheme is a widely used method of incentivising in sales - but the timing of these bonuses have different effects on different groups. For those struggling in your sales team, quarterly bonuses prove to be more effective at motivating performances than an annual bonus. A Harvard Business Review study found the average revenues generated from strugglers decreased by 10 per cent when quarterly bonuses were replaced with annual bonuses.
Motivating your sales team's work towards their quarterly bonuses becomes easier to achieve when you have full access to their ongoing sales data - Power2Motivate UK uses an engaging data system that allows you to monitor ongoing sales progress at all times.
Motivating star performers
Keeping your star performers excelling consistently can be challenging, especially when your sales incentives traditionally become harder to attain the greater the number of people overachieving. However, the Harvard Business Review found that this system hampered sales over-achievement. Instead, introducing multiple prize winners and greater opportunities for superior and colleague recognition is more effective.
Fostering a culture of internal recognition and reward for your sales team is made more achievable with Power2Motivate UK's interactive chat forum on our sales incentive programme. Using this feature, colleagues can support and advise each other on how to perform better to meet their targets. This in turn will boost your business sales.
Monetary sales incentives do not lead to increases in business sales compared to tangible incentives.
Use non-monetary incentives
An Incentive Research Foundation survey found that monetary sales incentives did not relate to an increase in business sales compared to non-monetary incentives, despite what many sales managers believe. Using tangible rewards for sales performances not only gives you the chance to show your personal knowledge of individual salespeople, it also means your team can choose rewards they want.
Power2Motivate UK offers an extensive Reward Gallery that your sales team can have full access to, allowing them to choose rewards that matter to them personally. Travel the world, get access to exclusive events or get huge discounts on a variety of luxury brands - there is a reward for everyone.
Power2Motivate UK has a range of expert-designed and customisable sales incentive programmes designed to get your sales staff firing on all cylinders in selling your brand. For more information on what our programmes have to offer, contact Power2Motivate U.K. today.