Sunday, February 27, 2011


This is for the managers...

Daily Sales Tip: Don't Over-Use Sales Incentives and Contests

Rather than constantly running new sales incentives and contests, save them for special situations such as jump-starting sales of new products or services or reinforcing desired changes in how your salespeople sell. Structure your company's sales compensation plan to motivate desired daily behaviors such as new business generation, maximum account penetration, team selling, and cross-selling.

Top sales performers are usually very internally motivated, success-oriented and outcome-focused. If you hire the right kind of salespeople and provide them with a properly designed compensation plan that rewards the correct activities and results, you won't need to offer a lot of sales incentives and contests to motivate your sales team!

Source: Sales consultant Alan Rigg

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