Thursday, July 9, 2009

How to Motivate Sales Teams in a Tough Economy

Sellers have the hard today - not only are their customers and prospects more difficult to sell, but their companies have withdrawn many of the incentives they used to reward and motivate their performance. It began in December when many companies canceled their holiday parties and annual bonuses. It then remained as companies announced that they were not contributing to their 401K plans and raise or increase in the commissions would be delayed as well.

If the recession continues, it threatens to Squelch employee morale throughout the organization - from sales to customer service, all the way to the accounts. With little money for standard and raises the cost of living, many companies are rediscovering the benefits and impact that may have little extras.

Barger Sue Shell in The Wall Street Journal reports that companies as diverse as Discovery Communications, Intel, USAA and have rolled out such new benefits as the field of childcare, concierge services and free massages. Such perks seem extravagant in lean, but the employers say that the way to a top talent happy. "Although these benefits cost relatively little, but pack a big emotional wallop."

In fact, the most effective perks are not necessarily the priciest, said Carlos Bergfeld and Princess Calabrese in BNET.com. "Studies show that cash incentives not to retain an employee of the mind: Most people use the money to pay and then forget where it was." City, LA-based public relations firm JS Communications gives workers two free "I Do not Want to Get Out of Bed" days. Colorado's New Belgium Brewery, best known for its flagship Fat Tire ale, celebrates the one year anniversaries of employees by their custom bikes. "It is a few hundred dollars for the bike," says the company media director Bryan Simpson. "But it means much more."

This is good advice, and it shows the growing trend of the perks, the new increase. In my previous role as sales manager and V.P. of sales, I understand how recognition can mean much more to a representative of morality than just a cash bonus. Here are some inexpensive ideas you can begin implementing immediately that will have a major impact on the morale and performance:

1. Get a few of the trophies, as "the most new leads generated in a week," or "Revenue Leader of the week." Every Monday the award to the representative who led your team in this or other areas in the previous week. Believe me this week recognition goes a long way in moral up.

2. Buy a Blu-Ray Hi Def DVD player for the poet or employee of the month award. You can find them at Costco for $ 199. Buy it in advance and show it during the month - you get a lot of miles for just a few dollars.

3. Ask your employees to make suggestions about the bonuses that they would like. Choose one or two and offer them for the next few months.

I'm sure you can think of other bonuses that would have an impact on your sales team and other employees of the company. You do not have too much money to your employees motivated, but you need a little creative. Remember - just because you might not be able to resolve the contributions of your team, this does not mean you can not even motivate them in other ways.

Put your thinking cap on and find a way that fits within your budget and let your team know how important they are. The loyalty, safety, and the production you make are worthwhile.

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