Sales staff 'need incentives and recognition'

Date: 13/08/2009

When it comes to the efficiency and abilities of sales staff, an organisation needs to implement a solid structure of reward if it is going to maintain performance, according to an expert.

Andy Cross, the managing director of IT company Ambition IT, explained to CRN Australia that incentives and recognition can come in two forms for sales staff: through both money and career opportunities.

He said that these people tend to be quite self-motivated anyway due to the nature of their work, though this must be maintained through such incentives and recognition.

Mr Cross added: "Good sales people are likely to be motivated by money and if they are earning the money and they can see the potential for developing larger accounts and better reward systems and career progression, that will be their motivation."

If a business fails to invest in human resources, it is doomed to fail, according to European Leadership Programme founder Ashley Ward, who explained that only five per cent of bosses in a recent poll see the department as top priority.

By Michelle Fry ADNFCR-2060-ID-19311892-ADNFCR

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Sales staff 'need incentives and recognition'

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