How to Reward Your Sales Team To Motivate the Right Behaviors and Results

Do you know how to reward your sales team to spur them on to even greater performance? Most sales managers over rely upon cash incentives to boost their sales team’s motivation to meet or exceed sales quotas. But money does not always produce the desired results.

We know from sales leadership simulation assessment data that if you really want to ignite your sales reps’ productivity, you need to evaluate your sales team members one-by-one to create the kind of meaningful reward that will inspire each person to perform at their peak. In other words, you need to choose the right carrot for the right sales rep.

You know the result you seek (driving individual and team sales performance to meet company goals). Use your tried and true solution selling training discovery techniques to select the sales incentives that fit your team.

Here are some categories to consider to best reward your sales team:

1. Cash
   The promise of cold cash drives some sales reps to higher performance…but not all. The problem with this kind of reward is that its value decreases as soon as the money disappears into the wallet. There’s not much emotion tied to money rewards. For many sales reps, you will need to look for something more meaningful, memorable, and lasting to increase their discretionary effort.
2. Recognition
   Public recognition of your high performers can work. While one-one-one praise is always worthwhile for a job well done, many sales reps report that they like being publicly saluted for their success and appreciate the accolades of their co-workers. The advantage of this kind of incentive is that it is inexpensive, though still effective, for small and growing companies with few discretionary funds. Another often coveted and inexpensive reward is the offer of time off…though some really competitive sales folks don’t like to miss even a day in the field.
3. Gifts
   If the gift has meaning (i.e., a spa day for a hard-worker who rarely gets the luxury of being pampered or a box seat at the stadium for an avid sports fan) then gifts can be a reward that makes a difference. More costly but having a more long-term effect are gifts of travel or adventure. Some large corporate sales teams know that if they reach their goals, they will be included in the exclusive year-end trip. If you do it right (e.g., no scrimping on flights, meals, or hotels) and have the funds, this may be the best choice to get the entire sales force involved in a positive competition.
4. A Range of Choices
   You could even appeal to the entire sales team at once by offering a variety of rewards…from outright cash to the latest electronic gadget. The key is to find what will motivate the greatest number of sales reps to help get you where you want to go.

The Bottom Line

How to reward your sales team can really be quite simple.  Ask them what would be teh most meaningful and the devise a plan to make it happen in a way that make sense for your unique sales strategy, sales culture, and sales talent.

To learn more about how to reward your sales team, download What is the Right Amount of Sales Performance Pressure?