Introduction What drives your salespeople to succeed? What drives individuals will influence the proper form of motivation. In today’s job market, it’s not just money that matters. Companies need to develop new forms to motivate and retain quality employees. Employers can be creative to attract the best sales talent and keep them motivated to perform at their peak level, accelerating the entire company’s performance. Peak performance by individuals will lead to enhanced group performance and increased productivity. What Motivates Employees Competent Leadership Good Wages Job Security A Sense of Belonging Recognition for Good Work Interesting and Challenging Work Respect as an Individual Open Communication with Management Good Working Conditions Opportunity for Advancement Salary Reward Programs Companies should move away from simple and traditional time and grade salary adjustment programs to programs focused on pay for performance and incentive-based. Salary adjustments should be based on additional skills acquired. Vary the number of salary adjustments based on achieving established goals. Provide promotion opportunities for outstanding performance. Non-Financial Rewards Program Company Paid Professional Memberships Develop Employee Teams to Resolve Issues and Problems Company Paid Professional Certification Sponsorships Free or Reduce Rate Parking Company-Sponsored Community Service Activities Holiday Parties Company Sponsored Training Lunch with Senior Management Continuing Education Programs Team Building Activities Employee Diners Paid Time Off Employee of the Month Programs Scheduled Employee Meetings Spot Recognition Casual Dress Days Wellness Programs Creative Ways To Motivate Employees Through Recognition And Reward Send Flowers, Notes, or Cards for a job well done. Public Praise – thank an employee of the month in front of others at a meeting and display on bulletin boards Have an employee share his/her work accomplishments at meetings Take an employee out to lunch or breakfast for one-on-one communications Give time Off – Let an employee leave an hour early, come in late, or take extra lunchtime Provide breakfast one morning as a special treat. Give a gift – special coffee, a coffee mug, a basket of fruit, etc. Lunch – have pizza or Chinese delivered to the office Send an employee to an educational seminar or trade show off-site. Have the employee present a recap at a staff meeting. Celebrate Holidays – national ones and ones you make up. Conduct quarterly reviews. Share and receive feedback on areas to improve and congratulate accomplishments. Meetings can serve as “pep rallies” Gift certificates Display a bulletin board of Accomplishments – Display goals and chart progress Sports tickets or theater tickets Employee of the Month, Quarter, and Year awards. Have a company dinner or picnic. Invite the family to promote goodwill Internal Motivation People are motivated by an opportunity to express themselves meaningfully through work. They should be neither beyond competence nor beneath it. Without competence, people do not willingly take accountability. What motivates people? External Motivation…money, security, recognition, challenge, and prestige are needed for motivated conformity. This can be achieved through “Processes and Systematic Selling Strategies” Responsibility…can be achieved through clarification of “expected required behaviors and goals” Standards…can be achieved through procedures, systems, and methods Organization Clarity…can be accomplished through clear policies, standards, and expectations. Most of us are motivated and want to work with motivated people. To develop motivated salespeople and build Team Spirit, our primary method is a motivational communication style of management, as that of a Nurturing Parent, Coach, and Mentor. By setting forth clearly defined expectations, behaviors, disciplines, and goals with each employee, first as a group and then “one on one,” you will be well on your way to developing a team of focused and motivated team players. Once the team has been established, the team will share in “team rewards.” About Sales Focus Inc. Sales Focus Inc. Pioneered the Sales Outsourcing Industry and has the most effective and proven process S.O.L.D.™ in the industry. Our process has been implemented in many Fortune 500 companies and small and mid-sized organizations in all industries. Building Intelligent Sales Solutions has been our only focus since we pioneered the Sales Outsourcing industry in 1998. Sales Focus Inc. (SFI) has generated well over $10B in revenue for our clients, utilizing our repeatable S.O.L.D.™ process, which allows you and us to build dedicated sales teams focused on growing small & large companies alike. Intelligent Sales Solutions Focusing on client acquisition and building and launching dedicated sales teams on a national level, all while reducing the cost of sales, makes Sales Focus Inc. (SFI) unique. We create repeatable and sustainable business processes designed to bring sales results in a short period. SFI can provide a dedicated sales team across the country or globally to meet each client’s needs. Our sales representatives are thoroughly trained using our Sales Master Training Program for tactical and strategic solution-based selling. Sales Focus Inc. is committed to providing our clients with constant sales intelligence through daily, weekly, and monthly reports, allowing our clients to own the customers. Whether our outsourced sales teams are feet on the street or inside sales, Sales Focus Inc. is committed to driving down the cost of sales, generating immediate revenue, and building “Intelligent Sales Outsourcing Solutions.”
