motivating sales people

 

AUGUST 1, 2012 Wednesday Get the Most From Your Star Salespeople Get rid of commission ceilings. Caps on commissions incentivize salespeople to sell to the quota and then stop. Without them, you'll likely see increased revenue and happier salespeople. Offer over-achievement commissions. For those who surpass their quotas, increase the commission rate. This will keep your stars working hard during the fourth quarter, which is often when customers are most ready to buy. Allow multiple winners. This will boost sales effort and improve performance better than contests with winner-take-all prize structures. Today's Management Tip was adapted from "Motivating Salespeople: What Really Works" by Thomas Steenburgh and Michael Ahearne.