Sales incentive programmes 'must motivate everyone'

Date: 07/08/2009

Sales incentive programmes must provide a motivational boost to all employees if they are to be effective, it has been suggested.

There are several key recommendations from meetingsnet, starting with using a range of metrics for a range of performers in the sales team, Selling Power reports.

Firms should recognise employees who have performed well in different ways through different rewards, it is suggested.

As well as this, incentive programmes should be available to those who fall just short of the highest level, and any sales goals must be realistic and reachable.

Businesses should be wary of setting up incentive programmes where staff can predict who will come out on top, as this will be off-putting to those who believe they have no chance.

However, they must also avoid offering incentives for unexceptional performance.

The Examiner has also recently highlighted the importance of recognising good work in order to boost morale during the recession.

Written by Peter Chad

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