What does it give? Motivating sales department employees is a great tool for increasing revenue. When employees know that they are entitled to a bonus for exceeding the plan, they will go out of their way to achieve it. And the reward may not only be in the form of money.
How to implement? To launch a sales department motivation system, you first need to ask employees what they would like in exchange for excellent work. Having summed up the results, it will be easier to decide how to motivate: materially or non-materially.
The article explains:
Why is it necessary to uses of physician database motivate sales department employees?
Why employees are lazy
Types of motivation for the sales department
Methods of material motivation of sales department employees
Step-by-step implementation of a motivation system in the sales department
Risk of "hacking" the motivation system
Implementation of non-material motivation
Unusual ways to motivate sales staff
Tips for Motivating Remote Employees
3 Typical Mistakes in Motivating Sales Employees
Sales department bonus cuts
Motivation of sales managers
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Why is it necessary to motivate sales department employees?
Motivation of sales department employees is a broad concept that includes not only a system of incentives, but also penalties. Of course, any company should have a multifaceted scheme, but employees cannot be fixed only on wages and bonuses.
Most often, salespeople achieve their income targets in a very short time, as a result of which they lose motivation to increase sales. For an ordinary employee, this is a very good indicator of performance. However, a sales manager should not adhere to such a strategy, since he stops caring about the company's profitability, having achieved some stability. At the same time, the business owner, realizing that, having certain resources, he can earn more, does not know how to motivate managers to work more efficiently.
Customer motivation
This is the main reason for the need to implement a complex, multi-faceted motivation system for salespeople. The banal establishment of the size of bonuses and the development of a bonus program is not enough. It is necessary to define penalties, including deprivation of bonuses. Fresh incentives, competitions both within the team and between departments, as well as special forms of recognition of achievements are needed.
It is also worth understanding that the motivation of the sales department is a dynamic, constantly changing and updating process. Material incentives are subject to change: salaries are revised in accordance with indexation, and the size of bonuses increases proportionally to the cost of goods sold. Non-material motivation of sales department employees also changes: it is important to provide constant internal support.
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