Finding what motivates your employees is the key to getting the most out of them. Learn about the 5 Tips to Create a Sales Incentive Program That Works
Are you not getting the results you want? Are your salespeople falling short of sales targets? Your sales incentive program may be to blame.
There is no one-size-fits-all sales incentive program – a reason why there are so many different systems and approaches. But there is a right sales incentive program for your organization. You just need to figure out what it is.
“When you look at the right things when designing a successful sales incentive compensation plan, you’re more likely to reward the right sales behavior — and more importantly, your sales team will be more likely to achieve the sales performance you want,” says Christopher Cabrera from Xactly.
Whether your current incentive program is not working or you are considering implementing one to motivate your salespeople, here are five tips to help you create an effective sales incentive program:
Understanding the factors that motivate your employees is a key element in boosting performance. Make sure your incentive program rewards desired behaviours with the incentives employees desire most. Remember that you may need to offer multiple incentives to motivate individual employees.
One of the main things that sales reps want to know is their quota. Setting reasonable quotas, ones that are not too difficult or easy to achieve, will help keep them focused and motivated. The best quotas are challenging, but also achievable.
The metrics you choose to determine compensation will impact the effectiveness of your incentive program. You know what matters most to your company, so choose metrics that will have the biggest impact on your bottom line.
Try to avoid creating overly complex incentive programs with multiple formulas and factors. Many incentive programs fail because of the complexity of reporting or how rewards are won.
It’s not always about money, although many sales incentive plans are. Rather, focus on incentives that drive desired behaviours. Get your reps involved and find out what matters to them in addition to monetary compensation.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit sales people in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right sales person for your organization, start your search here.
Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Director, Client Services her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.