The right initiative will encourage staff to step up their performance in areas that need improvement.
When revenue drops, many organizations turn to their attention to improving the sales force. However, as the Harvard Business Review reports, there are few one-dimensional solutions that will turn around sales staff.
Instead, managers need to implement a variety of initiatives that can drive their teams forward. To see strong improvements, companies need to focus on developing skills, assigning roles, setting overarching strategies and helping individuals accomplish their goals. A sales incentive program can help support these efforts by encouraging participation from all staff members.
Incentive programs make it easier to establish clear objectives for teams and individuals, as they allow employees to understand how their efforts will be rewarded. The right initiative will encourage staff to step up their performance in areas that need improvement. For example, employees can earn rewards for referring a friend, increasing the size of the sales staff or furthering their own development by taking classes.
In today's competitive market, sales incentives should include an element of customer service. Consumers are increasingly concerned about quality of their experience, so everyone who interacts with clients needs to be focused on providing great service, according to City Wire. This can help attract more customers and lead to an increase in revenue.