Inspire Your Sales Force

Posted on June 22, 2015 ยท Posted in Sales Strategy

The April 2015 issue of the Harvard Business Review produced a spotlight section focused on sales force management with four very potent articles. A few interesting observations follow.

Avoid overly complicated compensation systems, however every system must include enough elements to keep high performers, low performers, and average performers engaged throughout the year.

Be carful in setting and adjusting quotas, ratcheting quotas dampens motivation.

Each sales agent is motivated differently by training and incentives. Are you using these two tools appropriately for each of your agents?

Most of all avoid overreliance on compensation. There are many othr drivers of sales success — the people you hire, their managers, and their neighborhood assignments. Analytics are important but “culture” is the strongest driver of all.