Are you motivating your sales team?
Successful sales professionals typically have a great attitude. Sales is a competitive sport, and sales professionals love to compete and win. That motivates them almost as much as the financial reward they receive when the purchase order comes in.
In the past several years, some employers have grown increasingly reluctant to pay commissions that have been fairly earned. In some places today, the criteria for receiving a commission check are so detailed and stringent, it’s just about as hard as winning the lottery.
Sales people are motivated by winning and being rewarded, whether it’s a commission check or a trip to Hawaii. If you want to increase your sales team’s enthusiasm and generate new sales, make sure the sales staff is rewarded appropriately for the business they deliver. What you will reap is a dedicated and motivated sales organization that will go the extra mile.
Alternatively, a sales team that feels they are being measured against unrealistic criteria or that they have to fight to be rewarded even after they succeed will soon stop giving 100 percent of their effort. There’s no incentive for peak performance.
The vehicle to revenue for every company is its sales force. If the vehicle isn’t maintained, it won’t perform. Companies need to value their sales teams like never before. Motivated sales professionals are the path to success for every business in our economy. If your sales team is performing poorly, evaluate your incentive program. Are the goals realistic? Can the goals be achieved within the allotted timeframe? Are the goals aligned with the sales cycle, or are they arbitrary? You may need to reevaluate your sales goals, but the payoff for taking care of your sales professionals is greater success and profitability.