Struggling to keep your support staff motivated? They may feel as if they do a lot of the work at your business, but don’t get any extra compensation for it.
Here’s what you do.
At the beginning of the year, hand out 4 cheques* to each staff member who doesn’t work on commission.
- $250 for 5% over sales target
- $500 for 10% over sales target
- $750 for 15% over sales target
- $1000 for 20% over sales target
You sign them when the team hits each target.
Here’s what happens.
The staff take those cheques* home and show them to their partners or spouses. They consider it money in the bank and start thinking of ways to spend it. And they work their butts off to make sure the support they provide to the sales staff helps them hit each of those targets.
They also start monitoring sales because now they have some “skin in the game.” You have them measuring their way to success instead of just doing the work aimlessly. You cannot improve what you do not measure and reward.
It will be like a stampede to your office door to have those cheques* signed when that magic sale that beats each of those targets is counted.
You can change the incentive amounts, but don’t change the concept.
And get your pen warmed up.
*Canadian spelling of checks, eh.
By the way, if you want to read more about this check out Recognize Them: 52 Ways to Recognize Your Employees in Ways they Value by Zane Safrit. It’s what Tim is reading this week!