Sales Team Incentives
How do you motivate your sales team?
The answer is not as simple as a sales incentive formula or copying what
other companies have done. The answer must fit your goals and corporate culture.
Here is a list of questions that will help you start the process of developing
your sales incentives.
What to reward
- What behaviors do you want repeated?
- What behaviors do you want eliminated?
- What outcomes are clearly measurable?
- What has been traditionally rewarded?
- What rewards are expected?
Who to reward
- Who will respond positively to added incentives?
- Who will respond negatively to other's incentives?
- Who do you want to include in 'the team'?
- What type of hierarchy are you attempting to establish or destroy?
- If everyone knew everyone else's incentives, what would the reaction be?
- What power do you have to affect pay in other departments?
How much to reward
- What percentage of their work is mandated?
- What will happen it they miss their goals?
- How will you handle big sales?
- How will you handle slow times?
- How much is needed to affect behavior changes?
- Will everyone be on the same scale?
How to reward
- Is cash the primary motivator?
- Will trips or prizes have other benefits?
- What is expected?
- What can you easily, quickly and fairly administer?
These are just a few of the questions we ask our clients when helping them
develop effective sales team incentive programs. If you would like to learn
more, please contact us at 1-800-57-LEARN or incentives@waterhousegroup.com.
The Waterhouse Group provides hands-on, skills-based sales training on variety of front-line and management topics. These interactive workshops go beyond theory, providing sales teams with the skills, strategies and support they need to create long-lasting, company change.