All members of your sales force need to feel they contribute in some fashion. And that doesn't mean salespeople alone. Remember, if you want your sales to soar, you've got to motivate your support staff, as well. One sales manager constantly reminds customer service personnel of the number of other employees and their families who depend on them to keep the company going. It's her way of making employees realize how important their contributions are.
Incentive programs play an important part in motivating salespeople to meet their goals.
So choosing the wrong program can cost you more than a few wasted dollars. Travel awards can take your salespeople to exotic places they'd never consider going themselves. And if you bring a group of top performers along, you'll help build team camaraderie. Everyone knows what a big-screen TV costs. But it's tough to gauge the cost of a trip to Greece.