Keywords: incentive awards encourage subordinates on the importance of motivation, Harvard Professor of GE Isenthal has done a famous experiment: he makes California a middle school principals from schools to a random sample of 3 teacher and 100 students, and the principals, the 3 teacher called to Office and tell them the school best three teachers, principals, school chose the 100 top student composition of three classes and handed them to teach, a year later, these three classes became the school's best three classes. Subsequently, this 3 teacher will know that their 3-and the 100 students is really just the schools selected from a random sample.
This experiment confirmed the importance of motivation in our daily life and work, almost everyone needs encouragement, salespeople are no exception, they are even more necessary than others. This is because the work is the passion and the sales reason mixture, frequent denial and challenges so that the sales needs of inner motivation, complex process also requires them to have a rational and constant mental qualities. Looking good will, the sales staff of professional exhaustion condition in widespread in the enterprise, the enterprise may have invested considerable resources to stimulate the economy still little, why not simply because we? yet to truly understand the stimulation of sales, inside sales manager should seek to promote sales of understanding, insight into their real needs, this is important, it can be said that understand the sales needs is a prerequisite of success motivation.
So, how can you truly understand sales features and inner demand? United States Gallup management consultants of the significance of the conclusions is that the sales staff is divided into four kinds: competitive; achievement; self appreciation-type; service type. Gallup believes that in order to improve the performance of your salespeople, for different types of sales people to adopt a different motivation. Simply put, sales incentive should also varies from person to person, the following is the Gallup company on 4 type sales of conclusions.
1. competition-
This kind of sales people in selling the contest will be particularly active. For this type of competition is strong, the simplest solution is to clear the success criteria. They need a variety of sales quota, they also desire to prove itself through results, sales competition is stimulating their potential in the most effective way.
Smart sales manager can subtly to provoke this type of contest between the salesperson. United States well-known company a sales expert: "just started doing sales, I am in the company for 5 months are the best sales person and, therefore, complacency, strutting up and soon the company new to a salesperson, our sales area are similar, he started more than I and became the best sales month, Sales Manager, began to say, ' Hey, guru, novice will beat you, if you don't catch up, your site will return to him, ' I said, this has driven me greatly, but also inspired my opponent, so I will talk to him secretly more animation, and we both want to fight, then beat each other, as a result, the performance of the two of us have been greatly improved, almost difficult to male and female. ”
2, achievement-oriented
Many sales manager believes that the achievement of sales is the ideal sales, he will give himself as a target, but also to our targets higher than others. As long as the entire team to success, he doesn't care about credit return who, he was a fine team, sales manager how to motivate this class has been able to self motivated salespeople? correct method is to ensure that they continue to be challenged.
For example, the United States acre · worth company President Randall · Murphy in their long-term career development plan: "with the success of sales people to sit down together and figure out its work, it is critical that three aspects (good at anything, which aspects should be improved, which is not good at and you want to learn), next to the sales staff to develop improvement goals. "Another example, the United States a well-known enterprise training directors think:" inspiring achievements of sales is the best way is to let him do the objectives assigned to them and let them dry, which itself is itself is a great motivation. " In addition, encourage achievement of sales of another effective method is to cultivate it in management. "If you are interested in the management, that investing in its people," Vice President of United States original hotel. "Instilling in them, they walk out sales circle, open up horizons, it will pay off, because the success of the sales staff have a sense of being able to do strategic planning and bear the corresponding responsibility. ”
3, self appreciation-
Self appreciation-type sales person needs much more than medals and travel, they want to feel important, good sales managers should try to get their wish, this is the most effective sales incentive. For example, the United States Unisys Sales Director Ficht Mann said: "we'll let self appreciation of outstanding sales person with a few small disciple, people like to be young people as a master. We are also happy to do so, because this will motivate them to keep making progress, if the new person to complete the task of proving his guidance. "Another example, Gallup, General Manager of praise cover in that:" the most inspiring self appreciation-sales approach is recommended to consult it, for example, a think tank whose accession to the enterprise or significant matters advice. ”
4. service
Service-oriented sales are usually the least attention, because they are usually not large customers, their personalities tend to be more conservative and do not like publicity, even lack ambition. United States Unisys Sales Director Ficht Mann said: "I have such people uninterested, because they don't come out fighting for new sites, they may be in competition in the stand with the customer to maintain the heel good relations, but they were not able to promote enterprise development, they are more like anonymous heroes. "Incentive such sales is the best way to expose their deeds. Inc company sales Vice President said: "we communicated throughout the company for their high quality services, General
Their deeds on propaganda. ”Conclusion
For tired of sales, sales manager can do is use an effective incentive to wake him. In fact, each outstanding sales person behind has one he likes, can inspire his excellent Manager. Because of the need for different types of sales staff using different incentive, Sales Manager is necessary on their subordinates to do an in-depth analysis, so that he can really find an effective incentive method, in a nutshell, sales incentive should also varies from person to person!
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