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Our motivation schemes are not having the effect we want


Q - We’ve tried lots of different motivation schemes for the sales teams, but nothing quite seems to have the effect we want….any ideas?

A - This is a very complex area!  Some people in sales are attracted to the potential to earn more, but in addition they need to be on individual targets that link their performance to their rewards.  Others prefer to work for the team, and will respond better to team targets.  However, outside of targets, each sales person is likely to have a different set of drivers, so it is important to understand what motivates each individual.  While you can put in place any number of incentive schemes, such as an employee of the month program, any generic scheme will probably only work for a percentage of the sales team.  Ultimately you will need to look at this from the individual employee perspective.