When sales are slowing down, there can be a million different elements that factor into the downturn. It is impossible to expect sales managers, like you, to address every single cause of a sales downturn. But, there are some factors that you can address and improve, like your sales team. Employee motivation can have a huge impact on sales performance, whether you work in the retail industry or B2B sales. Thankfully, sales incentive programs can be an incredibly effective tool to kick your sales team into high gear. However, it must be done right. Otherwise, your sales incentive program could backfire and do a disservice to office morale. Find out the best practices you need to know to implement a sales incentive program at your business in this post.
Keep It Simple
If you want your sales incentive program to succeed, keep the details of it simple. The harder it is to understand, the less likely your sales team is to participate in it. If it is too hard to know how to earn rewards, there is no real incentive there. That means your sales incentive program will be a flop. Make it simple to earn incentives, and it is sure to do wonders for your sales performance.
Know Your Team
Get to know your sales team. Figure out what motivates them individually and as a group before you ever create a sales incentive program. This way, you can identify the absolute best sales incentives to motivate your team in particular. This will improve the outcomes for your program, just like great customer service improves sales outcomes. If you want to incentivize your sales team, make sure you know what they like to get real results.
Make It Rewarding For Everyone
Do not just reward top performers. This will only lead to an unpleasant, unhealthy sales environment. Instead, find ways to reward all members of your sales team. You could do this by rewarding routine administrative tasks that many sales professionals frequently cut corners on. This way, everyone has a chance to earn rewards for their hard work. Remember, just because a sales professional is not producing does not necessarily mean they are not working hard. Be sure to find a way for all sales team members to be rewarded with your incentive programs. This will help keep morale high and improve sales all at the same time.
Automate The Program
Automate sales incentive programs to get the most out of them. Without automation, managing sales incentive programs can be an incredibly time-consuming process. Thankfully, there are a million sales incentive program solutions that help you automate the process of rewarding sales performance. This will help you avoid mistakes that could ruin team morale. It will also help you avoid having to do it yourself. This is one of the most useful sales incentive program best practices for all sales managers to have in place.
Let Them Know About It
Too many sales incentive programs fail because employees did not know about them or how they work. Avoid this pitfall. Provide sales incentive program training to participants and supervisors when you roll out your program. Then, incorporate this training into your onboarding process and sales training for new hires. This way, everyone will know how to take full advantage of the opportunities in place. It will increase sales incentive program participation and thus improve sales team performance overall.
If you are a sales team manager, you are constantly searching for new ways to encourage sales professionals to hit quotas and outperform the competition. Creating a sales incentive program is one way to motivate sales employees. But, if you want to get the most of of any sales incentive programs, you need to implement them correctly. Use the sales incentive programs best practices mentioned above to create a program that you can be proud of. Your employees and your sales numbers will certainly reflect your efforts.
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