Motivating a sales team
Posted on August 10, 2006
Most of my “working” life I was paid a fix wage and also a commission on performance. Still, up until my current job, I never felt the commission as a motivating factor in my work. I’ve just did my work, happy enough on the commissions but not really complaining when they were missing. Was it a lack of performance or interest? Certainly not, just the commission didn’t make it’s motivational role.
But now it’s better. Here is why:
- Targets need to be reachable and reasonable
- Targets need to make sense
- Commission should really depend on things that you are able to do or to improve
- Commissions should be generous enough to feel them
- Targets and commissions should not depend on the entire team efforts but in your own
- Commissions should come often (as opposite to the yearly ones which don’t really relate to any accomplishments you might have during the year)
and most importantly, commissions should be real and not just on paper.
That would keep your sales people happy!
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[...] in 2006 I wrote a short post about Motivating a sales team , mostly based on the idea of achievable targets and real incentives for the sales guys. For sure, [...]