In Part One of our post, we shared many incentive-based techniques we’ve created for our sales training partners in Edmonton, Calgary, Vancouver and Victoria. Let’s give you some specific examples to get everyone motivated to drive sales.
If you missed it, here is Part One of Driving Sales with the Right Culture. Click the link to learn the reasons why customer service staff can help your Salespeople make more sales.
Incentives for All Staff
You don’t have to break the bank to provide incentives for all staff. Here are a few suggestions that have worked well with our clients. Consider sharing these with your staff. Call a meeting and make the announcement that you want everyone to be rewarded for increasing sales, not just the sales team.
- Offer an extra day off or gift card for customer service above and beyond the call of duty. Giving a client what they deserve is part of what’s required to remain competitive in the marketplace. Management needs to use their discretion and reward employees for the right behavior. Allow the day off to be taken before or after a long weekend for added impact. Buying a gift card to the person’s favorite store means you cared enough to ask the question and make the effort.
- Pay employees for bringing management a lead that turns into a new client. Consider some guidelines such as a minimum order and asking staff to provide the reason as to how this client fits your product line or unique selling proposition. Teaching your staff to develop a keen sense of recognizing a sales opportunity gives your Salespeople the motivation to be proactive in pursuing the business. It’s also a great idea to ask your customer service employees to look for any sales opportunities within your existing customer base. They could easily suggest a new product line to your company’s Salesperson after observing a competitor’s product being stocked.
- Pay a sales bonus to CSRs, Technicians, Drivers or any employee whose hard work is a key reason for the renewal of a long-term contract. This information can be substantiated by Management, the Salesperson and no doubt, the decision maker.
If you want to create a sales-minded culture, get in the mind of your employees. Find out what would motivate them to help grow company sales. In the very least, you’ll find your staff very open to communicate with you and be appreciative that you want them to be recognized and rewarded for their role in getting new clients and keeping current ones.
Advantages of Creating Company Wide Incentives
- They make a direct connection between the sales growth of the company and each persons’ role.
- They give all employees the chance to increase their income. Want a raise? Just look for sales opportunities with new and current customers and help us grow our client base.
- It creates a fun team environment environment.
- It’s a great way of recruiting new Salespeople and promoting internal advancement.
Will Staff Expect Incentives?
The answer is very likely yes. Many employees will have the forum to be recognized and personally rewarded for their assistance in increasing your monthly sales. They may expect management to continue to create motivating ways of empowering staff in the future. If you’re worried about your cost-to-sale expenses, track the revenue that is generated against the cost of doing these initiatives. I’m sure you’ll find this to be one the lowest expense ratios with many subsidiary benefits in employee retention and goodwill.
Looking for more ideas?
We specialize in creating customized incentives programs for companies. If you’d like to get your people working as a team to increase your sales, give us a call or send us an email. We’d love to talk to you.
Please feel free to check out our online sales training The Sales Skills Incubator or our book SHUT UP! Stop Talking and Start Making Money. If you liked this post, share it on your favorite social media platform. I’m always interested in reading your comments.
Dave Warawa – PROSALESGUY