Direct Sales Incentives

There are plenty of sales incentives

There are plenty of sales incentives. They can either be cash bonuses for crossing a certain sales figure, or tickets to an exotic location. The concept is to retain the best direct sales executives by the companies and increase their productivity.

The Best Direct Sales Incentive

Well, there is no such thing as "best incentive." Every company has to appraise their staff and decide on incentives that caters to their needs and motivates them. The best incentive might not always be the one with the highest cash value. Sometimes, a simple recognition may work wonders.

Many companies are flourishing on incentives that offer only letters of recognition or certificate to their distributors. Many companies resort to providing recognition at company meetings or parties or annual days, when the stalwarts are present. An applause or mention of name amongst authorities and colleagues proves to be a great motivator. In other words, recognition at the right place and the right time has greater value than dollars.

Perhaps, that's why the walls of many big companies are embedded with posters of "Employee of the month" and likewise. It boosts the morale of the staff and induces them to put in more efforts in their work. Any organization needs to catch the motivating factor of its employees. Only then can it create effective incentives. For some, dollars work, while for some, its simply attention that they want.

3 Questions Every Company Must Answer Before Planning Incentives

Planning incentives on your own, without knowing your employees' needs, is like aiming without a target. You need to ask 3 questions to yourself and then decide what will work for your staff. The questions are:

What motivates my staff to increase productivity?

What's the value of incentives in comparison to the improved performance predicted by me?

Will cash incentives really motivate my staff to reach the set goals?

Many companies let their own staff do the talking. They give them a chance to contribute their ideas and ask them what they value as sales reward. The concept of luring people with crispy dollars doesn't always work. The needs and desires of modern employees have changed.

A trip to some exotic location, an invitation to the business board meeting, gift vouchers to buy some exquisite items, tickets to some happening concerts, and others are a few examples of rewards. Cash incentives are also there. But, they are not always the driving force behind a productive team. So, when you decide on an incentive for your staff, make sure that it's true to its name.

by: Wayne Kirwan

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