Motivating sales people to sell more of the right stuff can be an expensive exercise that takes planning and organisation to get positive results and a good return on investment.
If you have an online incentive and rewards tool or platform that will allow you to set up, promote, deliver and monitor the results of a promotion – perfect; if you don’t currently have a platform, read on for a taster of the possibilities – for more information follow the link to our website at the foot of this article.
In the meantime, here’s how you can use your incentive and rewards platform to leverage engagement via targets, themes and trackers for maximum efficiency and a good return on investment on your sales incentive programme.
Targets ensure everyone has focus
Sales people need a reason to get on board with your rewards and incentives programme. It’s the appealing prizes, sure, but the level of interest you get from partners during a promotion will be driven by their excitement, anticipation and competitiveness.
By setting targets – making it clear what is expected and achievable – you change seller behaviour quickly and encourage an immediate impact on sales by focusing their efforts.
Points banking systems are excellent for setting achievable targets that will encourage participation by everyone – if participants know that everyone’s efforts will be rewarded they will be more motivated to pursue every sale, rather than being demotivated by targets that they perceive as too high and unachievable for them.
Setting your targets will also make it easier for you to measure the effectiveness of your promotion and report on its achievements.
Themes to customise your engagement
When you determine timescales – how long participants have to accrue points towards their goal rewards – you set the pace for your participating sales people.
Your promotion might be wrapped around a themed reward – like Christmas or a topic that’s in line with your product – so you can keep interest over a sustained period of time as the topics and rewards change.
A good technology-based rewards and incentives tool will make it cost-effective to change the theme and keep interest; and it’s as simple as getting your dashboard design updated.
Trackers to maintain motivation and measure
You need to be able to assess or account for how your incentives programme has performed at the end of the promotion; during it, being able to track progress really helps keep the momentum – you can respond quickly to flagging activity by issuing a motivational communication, for example.
Sales people can also use the trackers to check how they are doing: not only this, every time a rep visits the promotion dashboard is an opportunity for you to motivate them further, educate them about the product they are selling, and more.
Your incentives and rewards tool should be able to handle a promotion from start to finish, including how sales equate to the points banked by each sales rep – this is a given.
How this data is collected and presented is a matter of choice; you might prefer a user-friendly league table that is updated daily or weekly, or an automated feed that updates in real time – or a combination.
Automation and user generated data are efficient: for example, sales people can be encouraged to submit their leads and managers can verify the conversion, streamlining the process and saving time: sales people can easily see how they are doing, and the data is readily available for you to download for reporting purposes.
So in short, your rewards tool has the ability to make incentive promotions as easy and successful as possible. The technology is there – make it work for you.
By Dan Kelly, Sales Director, Corporate Rewards. Founded in 2002, the company partners with global brands and helps them grow by rewarding best behaviours from the people most valuable to their businesses – employees, customers and partners. The company manages more than 200 programmes a year, fulfilling on average of 5,000 rewards per month via MyRewards.