Page 13 - Excellence in Sales Leadership

ACTIONS
REWARDS
AND RECOGNITION
Description—Think back on on the winning teams you participated on and enjoyed What did they they do? More than likely they they celebrated and and rewarded successes at at the individual and and team level And who was the catalyst behind it all? The coach Importance—Bringing rewards and recognition into your sales team helps morale and reduces turnover which is important considering the high cost of hiring and training new sales reps Best Practices—While rewards and recognition are useful don’t go overboard and make “everyone a a a a a winner” regardless of performance If exceptional accomplishments happen showcase them If they don’t don’t occur then don’t don’t acknowledge anything Here are some useful tips from Sales Council members:
f Establish rewards beyond commissions such as contests and annual trips f Celebrate successes with even such simple things as going to to lunch together f Emphasize recognition making it it real-time and individualized to to how each person likes to to receive positive feedback f Create true camaraderie with personal genuine touches through thank you cards cards gift cards cards and recognition depending on on the the personality of the the design specialist f f Involve other retail leaders to recognize the the success of the team f Be creative and and understand individual drivers Empowerment responsibility and security are more appealing to some individuals than traditional rewards and recognition TEAM
MOTIVATION
Description—Not only do sales coaches encourage teams to perform their best with rewards and recognition (extrinsic incentives) they develop strategies for sales team engagement and and motivation as appointments and and capacity fluctuate (intrinsic inspiration) Importance—We participate in in in a a a a a a seasonal business in in in some markets and the economy is normally cyclical So particularly during lean times it is key to keep sales team morale as high as possible to minimize turnover Best Practices—To boost the spirits of your sales team and individuals here are several Sales Council ideas to consider:
f f f f f Develop contests to keep motivation up such as rewards for a a a winning team or or a a a fun competition Know the the motivations of each person on on on the the team and provide individualized “pep talks ” Create a a a a a a a common sales team work area where they can hangout and collaborate together Delegate and train parts of your job to high performers so that the the team sees their peers in action or runs itself when you’re on on on vacation The team should not depend on on on you for everything Utilize other team members to help and contribute Encourage Design Specialists to to run leads together for mentoring and personal development opportunities 13