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How to Incentivize Sales Teams
Category: Advice, Leadership, Tips


Get creative with an employee incentive program to optimize performance and foster a culture of appreciation for your staff.
Get creative with an employee incentive program to optimize performance and foster a culture of appreciation for your staff.

Sales teams are an integral part of any organization’s success. This article will explain the best ways to incentivize your sales team; providing guidance on setting up programs, choosing rewards and communicating your program in order to maximize their productivity and performance and fostering a culture of appreciation for your staff.


Benefits of Employee Incentives

When used strategically, incentives can be powerful tools that drive performance and growth while fostering a culture of appreciation for staff. They provide an extra boost for employees, encouraging them to work harder and stay focused on the task at hand. This in turn helps businesses achieve the desired results more quickly, allowing them to remain competitive in difficult times. Additionally, when implemented properly, incentive programs can create a sense of loyalty among staff members which can lead to greater job satisfaction and better overall performance. 

Incentives are especially beneficial in times of recession, as they can help a business maintain or even grow despite financial challenges.


Types of Incentives

There are several types of incentives that can be used to motivate sales teams. Consider a mix of the following to get the most from your staff:

Financial Rewards 

A common incentive for sales teams are financial rewards, such as commissions or bonuses for achieving certain targets or reaching certain milestones. These can be based on individual performance, team performance, or both (depending on their role), and offer a tangible reward for hard work and dedication. 

Non-Financial Rewards

Another type of incentive could be non-financial rewards such as trips or Airbnb credits, work happy hour, tickets to a show or sporting event. These rewards show appreciation for employees’ efforts and offer significant value to the employee at less cost to the company. 

Tech or Digital Rewards

An increasingly popular incentive category are tech gifts or digital rewards. This could range from technology or workspace upgrades, Uber or Lyft credits, to music and streaming services subscriptions. 
Some companies have also turned to Web3 to engage their employees through NFTS (non-fungible tokens).


Crafting an Effective Incentive Plan

Creating an incentive plan that is both rewarding and beneficial to business and employees can be difficult. It’s important for employers to take into consideration the needs of the business as well as their employees. To maximize engagement and program success, consider involving your employees in the discussion of incentives to determine what they would value most. 

Establishing goals with clear objectives and timelines will help create structure around the program and ensure everyone is on board with expectations. It’s also important for employers to ensure incentives are achievable and won’t place too much pressure on staff members.


Communicating the Plan

When it comes to business growth, communication is key. Whether you’re trying to expand during a recession or during optimistic times, effectively communicating your incentive program can make all the difference. 

Here are some tips for how to do just that:

Clearly explain why this incentive plan is necessary 

Keep it positive, you’re offering rewards to your high-achieving employees not highlighting previously missed targets. Employees need to understand why it exists so they can have an appreciation for its purpose and importance. 

Your incentive plan could be communicated through an in-person or virtual staff meeting and could be supported by email. Your HR department could also help communicate your incentives by including it in your company onboarding program.

Communicate the timeline 

Communicate program parameters and timeline for when goals should be achieved and incentives fulfilled. This keeps everyone on track and motivated as well as helps prevent any misunderstandings or delays in progress towards completion.


Conclusion: Maximizing Motivation

With a well-developed incentive program, your sales team can remain motivated or be newly inspired. Be sure to regularly review your plan, measure the results, update the rewards and recognize employees for their successes. 

For businesses looking to increase motivation in their sales teams, take the time to invest in an incentive program for optimum success.

Need help developing an incentive program? Find your expert today on Cansulta, an affordable online business consulting platform.

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