It’s easy to fall into the trap of focusing all your attention on your top sales representatives for growth, but most of these employees are already at capacity. The largest portion of your sales team sit somewhere between the best and worst performers, and research continually tells us that this is the group ‘most likely to move the needle’ when given the right incentives.
Encouraging your middle and low performing employees to start giving even a little more could transform your organisation.
That’s why when designing and managing a sales incentive program, it’s essential to identify what motivates, retains or improves each unique group – considering everyone from the top to the bottom, and particularly those who fall in-between.
Image credit: Shutterstock.com
Source: Harvard Business Review online, ‘Motivating Salespeople: What Really Works’