How To Develop And Motivate Your Sales Staff To Perform At Their Best

The reality is that advertising alone is not enough to sustain sales volumes as many businesses are marketing the same or similar products or services

. With so many options available to the consumer, without an excellent and well trained sales team on board your business will fail to convert advert generated leads to closed sales.

Sales staff can be motivated to perform better in many ways. The most common way businesses motivate their staff is by incentives - an incentive is when a sales staff member is rewarded with something each time they simply perform well or exceed set target volumes. As a general rule the bonus is in the form of a monetary commission which increases with increased sales levels. Another common form of incentive is recognition for a high level of performance over a given period of time: for example employee of the month normally receiving a small prize.

Some businesses run competitions between staff where the people who makes the most sales of a certain product, or in general, receive prizes for 1st 2nd and 3rd place. Some businesses offer a staggered incentive scheme: when sales staff reaches 10 sales they receive a small prize when they reach 20 sales they receive a bigger prize or reward and so forth. Another kind of staggered incentive to keep staff motivated involves giving staff bonuses every month providing the reach their KPIs (Key Performance Indicators) and each month the Key performance indicators are raised to insure the sales staff are progressively working harder.

Once sales figures are sustained for a period of time the base salary may be reviewed and increased. Other kinds of motivation are passive in that instead of having to perform better than normal as an individual everyone receives an incentive or bonus if a team target is reached - this type of incentive is builds team spirit, encourages people to perform better because they want to contribute to the group's success and makes staff happier in their jobs that individual based commission structures.

Weekly meetings or end of month reporting can also include a sandwich lunch which employees see as a valuable perk of being part of the sales team. Other benefits or rewards for achieving targets might include access to facilities like gyms or swimming pools or the supply of a home appliance like a free coffee machine. In some sales teams, employers often provide digital entertainment for break time aimed at keeping younger staff in particular upbeat and enthusiastic.

Commissions based on achievable targets, one off rewards and perks all ensure that people enjoy coming to and succeeding in their sales roles. Another motivational tool which has proven to be much appreciated by sales staff is staff training incentives. The company pays for staff to undergo trained or certifications; this is a very useful incentive especially for younger staff as they see it as also helping with their career progression.

Companies will normally only offer this type of incentive to sales staff who are considered to have potential (from a characteristics viewpoint) but need to learn the techniques of the selling process, or those who have been performing well, to keep them up to date with modern selling processes and groom them for future promotion.

by: Tim Williams

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