Sales Motivation Schemes and Employee Turnover

Any organization that wants to conquer their market must rely on the quality of their products and their brand name to do so. Product development teams must work hard to design, produce, and enhance their products, and they cannot stop there. Once the product is launched they need to keep it updated, upgraded and competitive so it can continue to bring value to the customers, and revenue to the company.

However, it is not the job of the product development team to take the product to market. That is the job of the sales team, who are responsible for identifying the regions, companies, and people to sell the product to.

Sales Is A Complex Process

Selling is not a straightforward process. In order to succeed it needs:

  • Proven methodologies
  • A plan
  • Persistence and desire to succeed on the part of the sales team
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Factsheet; Consequences of an Indifferent Sales Compensation Scheme

What is worse?

A badly designed sales incentives system or an indifferent one? And how one could know that a sales compensation program doesn’t work?

The system needs to do its work; that of motivating sales people to sell more and meet the objectives of the team.

Watch out for the below problems/alerts that may occur when your sales incentives system is indifferent; that means it has no impact.

Dealing With Specific Areas Of A Sales Compensation Plan That Are Often Overlooked

Designing a sales compensation plan is not limited to just the decision of the commission percentage to give to a sales person when one closes a deal. Is not just the set of a sales target. There are many small areas that the sales compensation and incentives policy should address. Below the most important ones to consider.

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Sales Crediting; Who Gets Credit for a Sales!!!

The sales motivation scheme is one of the most powerful tools sales managers have at their disposal. The motivation scheme has a direct effect on team motivation, and therefore on whether they reach their targets. 

A sales scheme doesn’t function alone. A firm also needs:

  • Effective sales procedures and tools
  • A good product 
  • A receptive market for the product
  • An competitive offering

However, if all of these things are in place, then the sales scheme can help a business fly – or plummet. Whether a firm is a matured sales firm or a small start-up, the sales scheme can help an organization’s revenue exceed expectations.

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