Sales incentives are 'self-sustaining'
Date: 17/02/2010
Keeping sales employees happy is a simple business motivator which will benefit the firm as a whole, according to a new report from Business Daily.
Paul Gavejian, managing director of Total Compensation Solutions, explained that the premise is simple - through the motivation of sales staff, whether it is to do more sales calls, increase working hours, generate more strategies, achieve higher profit or reduce operating costs, then the company can increase revenues and profits.
"The increased profits become the funding mechanism for the bonus programme," he explained, noting that it is self-sustaining ethics which must be targeted with such sales incentives schemes.
"Companies need to first figure out what exactly they are trying to achieve or what they want to accomplish in the future and then structure the bonus programme around those tasks or behaviours," Mr Gavejian added.
Recently, the Lanka Times looked into issues of motivational problems and concluded that "valence, expectancy and instrumentality are all important to a person's motivation".
Posted by Michael Ewing
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