Your sales force is an important part of your business and how they represent your company is extremely important as they are often the customers first experience in dealing with your business.
They need to be on the same page as you, know your company branding, ethics, values and exactly how you operate. With all this in mind, it is very rare that someone will walk through your door and tick all of these boxes. Instead you will have to invest time molding them into your perfect salesperson.
As your sales team is so important, look for good ways to reward them by setting up a performance based incentive scheme. Here is a step-by-step guide to forming a great partnership with your salesforce:
Approach all of your salespeople and offer an incentive based on performance.
- See what incentives they want and take on board their suggestions.
- Develop a clear and accurate way to track progress on their incentive plan and encourage competition between sellers.
- Set targets for subsequent sales instead of focusing on initial sales to promote repeat business.
- Give better incentives for selling more not just on number of customers.
- Select a few products that are most profitable to your business and make their incentives more profitable to your salesforce.
- Make sure your incentive plan is irresistible and the targets are obtainable.
You might ask the question, why should I offer incentives but if the plan is fair and rewards are justified then it can promote a hungry, enthusiastic and driven salesforce.
Putting together an incentive plan does not have to complicated, but must be done NOW and communicated with your entire sales team. If you would like to learn more about win-win strategies to build a motivated and high performance sales force, schedule a short call with me and I will show you how to design and implement a compelling Sales Incentive Plan.