How do you get your sellers to sell?
Give them a salaries and a car and off they go to new sales records?
What incentives and perks do you use to motivate your sellers?
Easy way out is to do as I suggested in a previous post, only pay them commission (if possible) that is a strong self motivator.
Lets line some other suggestions up.
More freedom (lets the seller choose when to work and when not to)
Holiday / group holiday (sales event 🙂 )
Better rep car
The almighty salesboard
Seller of the month and year.
That´s the first ones that springs to mind right now. How well and long do they work?
Praise: Can if used and well-meant create a very long-lasting positive memory but will typically fade away when the weekend comes so best applied in the start of the week to get a motivation boost.
Perks: If all sellers are able to achieve the perk i would say go for it. If not it will create envy instead and be counter motivational so let all who work hard to get the perks enjoy them and preferably spread the word that this is indeed for every one then you will get a good boost in sales.
Freedom: excellent as long as the seller keeps delivering and reporting what actual deals is up and coming and what their aim and goal is. (one of the reasons people wants to be sellers in the first place is to get this freedom). How long will it last? Until the seller needs help to pick up activity again. (in some cases it will last for the duration of employment).
Stuff: we all tried to sell like crazy to get those Champagne bottles, Expensive watches and other status items. it works and it will continue to work you will have to set a relatively short time span on it. Competitions on a monthly, weekly and daily length are the ones that actually boosts motivation and creates ROI. If you have a longer competition usually the salesperson of year xxxx you will only motivate a few and they are don’t need it as motivation since they are so competitive that they will deliver the same result over the year anyway.
Sales event / holiday : Go for and make a big show about it at least a month ahead of the start so all savvy sellers can start to picture themselves on the holiday/event. Same rules here, keep as short as a month if possible to get maximum motivation and hence sales boost.
Better Car: very important to the status focused seller and will keep them very busy if you get them going on the task. set up a goal for every month or just simply put up a sales target and no end date (instead they have to achive the target in a timeframe of consecutive months). In some company s they use only small economical cars but the best seller of the company can choose very freely what to ride in for the coming year.
The sales board: I liked it as a seller since i was on the top almost every week and as a head of sales even more (as a motivational instrument)! it works and to those who don’t belive in it usually say so when they need help getting their closing rate up. (then help them get higher up on the board and they will in their turn motivate the others.)
Seller of the month and year: I did a simple but nice diploma and printed out 2 one for the seller and one that i had framed and put up on the wall above the sales board. very simple and very effective when pointed at in the right moment.
Make it fun, challenging, competitive or what ever that rings a bell and try it out.
Measure how much sales increased over the period to make sure how effective it was and move on to the next and try lots of different things it will make it more fun for you as well as your sales team.
Do sellers need motivation to do a better job?