You already know that your ability to motivate your sales force can be the difference between business survival and success. Last week we looked at the psychology of motivating a sales team. This week, it’s time to tackle three specific strategies to motivate your sales force without spending piles of cash.
Motivate Your Sales Force with Time
For many in the sales profession, money is the all-important motivator. Members of your sales team might work long hours – including nights, weekends and holidays – to cultivate their client relationships. After that, they may spend days or weeks working onsite with out of town clients to keep a steady revenue stream.
In short, your sales force already works hard for their commissions and bonuses. An exhausted sales force may not be willing to put in additional hours for more money, no matter how much it motivates them to succeed. Instead, make time itself the reward. Extra time off can come in many forms, including:
- Extra vacation days
- Leaving early on Fridays
- Receiving a snooze pass to come in a few hours late
Extra time away from work can be a powerful way to motivate your sales force and the cost is slight. The incentive of more time off can entice salespeople to stay driven during the hours they are actively working. A little bit of bonus free time can be just the refresher your sales team needs.
Motivate Your Sales Force with Competition
By nature, many salespeople have competitive personalities. You can use this competitive streak to motivate your sales force without spending a fortune. For example, for a small initial cost, you can create a Top Sales or Most Revenue trophy, print award certificates and post in a prominent spot. It takes only a minor time investment on your part and a little showmanship.
To run a successful office competition, hold a sales rally or announce the game during a regular sales staff meeting. Let everyone know that each week the winner will get bragging rights over the others in the form of the trophy on their desk. They’ll also receive a place on the new sales hall of fame board or a certificate of achievement.
To motivate a large sales force, break your employees into teams and run your competition based on team performance. To add an extra motivational touch, create a penalty for the losing team, but make sure you keep it fun. You could stipulate that the losing team must cook and serve breakfast to the winning team at the next morning meeting without ruffling too many feathers.
Motivate Your Sales Force with Spiffs
The use of spiffs to motivate your sales force can also be an excellent strategy. Even though spiffs are typically monetary awards, you don’t have to choose budget-breaking options. A weekly gift card to a nearby restaurant favorite or gift card with multiple redemption options can cost as little as $25. If you buy several at a time, some local businesses will even provide their gift cards at a discount. Your employees may receive $50, but you might pay $30 or less.
The creative use of spiffs will allow you to incorporate other techniques to motivate your sales force as well. For example, once a salesperson reaches the hall of fame three times, they could earn their choice of a bonus vacation day or a gift card. The key is to find the method that best engages each member of your sales team, while still minimizing cost. Once you find the magic combination to motivate your sales force, an increase in revenue is sure to follow.