4 Traits of Sales Motivation Plans That Work
What goes into sales motivation plans that work? There can be several answers. Below, we present four strategies that your company can use to create sales motivation plans that work best for increasing sales. If you need help implementing incentive-based travel in the reward structure, we’re here to assist you.
- Leading the Team With “Carrots” Instead of “Sticks”
In the book The Carrot Principle, researchers Adrian Gostick and Chester Elton explore whether praise, criticism, or a combination of both is most motivating to employees. Because no sales team operates perfectly, most companies need to use both approaches.
However, the authors find that balancing sticks with carrots, or offering more carrots than sticks, creates the highest motivation. Offering verbal rewards can be as important as offering tangible awards, the researchers found.
- Offering Small Rewards Leading Up to a Large Reward
A large reward, such as incentive travel trip to a unique destination, can create a high level of motivation. To help sustain the motivation, consider offering small performance rewards, such as monthly bonuses for generating quality leads or closing sales, that lead up to the large reward.
Offering small rewards is money well-spent for two reasons: It encourages employees to achieve high success over both the short-term and the long-term, and it helps them qualify for the large reward.
- Offering a Reward With a High Degree of Novelty
Small incentive-based awards are a great way to sustain motivation from month to month, but offering a large award that has a high degree of novelty adds a new level of incentive to the equation.
Novelty means different things to people, but one form of novelty everyone seems to appreciate is traveling to a unique, worldwide destination, and enjoying special activities while there. This is why we’ve created a successful business out of helping companies plan incentive travel trips.
- Rewards Given According to the Incentive Program
When it comes to incentive-based motivation, one of the worst things a company can do is fail to honor terms on which rewards are given. Whether an employee fails to receive a weekly bonus or an annual incentive travel trip, the motivation that came from the prospect of receiving it is gone.
If a company doesn’t follow through on its incentive program, it can become like the boy who cried wolf. Employees are less likely to take future incentives seriously, which essentially means that opportunities to motivate them become fewer.
About Our Company
Incentive Travel Solutions is an incentive trip planner that helps companies plan and embark on novel travels to amazing destinations, and enjoy unforgettable activities during the journey. Trips we facilitate aren’t like standard vacations. They’re designed to create memories that last a lifetime, which is a major element of motivating employees to qualify for incentive-based travel.
To inquire about our services, call us today at (704) 540-1482, or refer to the contact form on our website. We look forward to learning about your company and presenting travel options for rewarding your hard working sales team — options that create sales motivation plans that work.