The concept of incentive, recognition and rewards is well-established and generally accepted to be the most successful way to keep your sales staff engaged and motivated, and to keep your business performing well.
Today the questions surrounding employee rewards are around how to do it, what approach might provide best practice and what generates the best results. Unsurprisingly, rapidly evolving technology is helping many businesses to stay one step ahead in this area.
It might seem obvious, but for any sales program to work effectively, those involved have to be aware of its existence and how it works. Historically, businesses have incorporated motivational tactics like leader boards to raise awareness and healthy competition which has proven extremely successful.
Employees can easily see how they’re ranking and be acknowledged in front of the team for their successes. Let’s face it, sales people like to win and they like to make their successes public.
Technology now plays a central role in any organization and facilitates fast and easy communication across the board, regardless of location. Office life is more interactive than it’s ever been.
This is where technology can have a huge impact on the success of a reward scheme, as communicating it is no longer a challenge. Technology makes it easy to get a program up and running and accepted by staff throughout an organization.
Our best-practice approach, detailed below, explains how technology can power the success of a business’ rewards program.
Your 20-point Checklist for Rewarding Sales teams
1) What are your objectives – what needs to be done? When does it need to be done by? Who is responsible for each action? Be sure to plan what your end goal looks like.
2) Who are you targeting – exactly who is your audience? Create profiles and involve HR to ensure accuracy and personalization.
3) What is your starting point? It’s a good idea to run an internal survey to establish exactly where your current activity places you.
4) What does success looks like? Plan KPIs to report against and check that the required data will be available for measurement going forward.
5) Communicate – reach out to your audience with email and social media to attract people to your newly established web platform.
6) Engage – make your web platform user-friendly and instantly recognizable with company branding and key messaging. Clearly state the rules and requirements, so everyone knows what is expected of them and what is on offer.
7) Get buy-in – ask employees to review the Ts & Cs and register to take part.
8) Empower your staff – provide training, product information and online literature for easy access. Make sure everyone has the tools they need to succeed.
9) Generate enthusiasm – make it fun by creating a theme or turning it into a game.
10) Encourage friendly competition – create visible leader boards, so staff not only have a clear view of their own objectives, but can also see their peers’ positions.
11) Maximize engagement and motivation with regular mini-rewards for interim targets on the way to the ultimate prize. You could set up monthly scoreboards, prize codes or scratch-off cards.
12) Celebrate by posting winners online to publicly recognize their success. It’s quick and easy to circulate celebratory emails to spread the word too.
13) Streamline processes by automating as much as possible, including sales data, reporting schedules or by enabling self-claims for staff, with online manager sign-off.
14) Keep in touch and maintain awareness through emails, direct mail, online progress trackers, meeting updates, etc.
15) Recognize teams as well as individuals if possible. Increasing the opportunities to succeed will enhance engagement and drive efforts. You could offer points redeemable against prizes or pre-paid cards to separate rewards from salary.
16) Stand by your pledge – be sure to deliver exactly what you have offered, whether it’s a vacation or financial incentive.
17) Present rewards as soon as they are due, to make staff feel valued. Points make this very easy to see when a target is approaching, so congratulations and rewards can be prepared.
18) Make sure that success is acknowledged. It sends a powerful message and generates further successes as a knock-on result.
19) Follow up any rewards activity with a feedback survey to gauge staff reactions. Has product knowledge improved? Are they engaged with your key messages? Could anything have be done better?
20) Maximize success by learning and building on each successful campaign. Respond to feedback to develop an even better program next time.
Why is it so successful?
Technology is an accepted and expected part of day-to-day life and people are used to using it for many different things. A decade ago, when CR Worldwide launched, we supported businesses with no internet access or companies with staff who couldn’t access computers outside the workplace. Gasp! Today technology is embraced and used by employees of all ages.
Whether it’s the internet, email, social media or mobile devices, all of these tools help businesses to communicate easily, instantly and positively. Running your reward program online makes it fast, accessible and available to all.
Web platforms allow rewards and recognition to reach a wider audience, taking your company messages to more employees, getting more engagement and making your incentive program a roaring success.
For more information on how our reward technology can help your business, please contact us today.