An Unusual Incentive to Increase Sales
…expectation: Salespeople should pursue their own leads. If there’s a solid combination of commission and staff support, this is a reasonable request.
The key ingredient here is psychology. Each of us will instinctively take something more seriously when we have something to lose. By strategically harnessing this part of human nature, you can open the door for a new stream of business. When your salespeople are deeply motivated — recognizing that their success is interwoven into the success of the business they represent — their performance in the field will typically rise to the challenge.
It’s worth noting here that not all salespeople will respond positively to these types of incentive structures, and that’s OK. In most cases, those aren’t the kind of salespeople you should look to hire in the first place because they may not have the hunter mentality that typically uncovers the game-changing opportunities. True hunters recognize that they get to eat when everyone gets to eat, and they will turn over new stones and spend time honing their own skills so that they can do better and be better.
This is where top-tier salespeople are alike. They love having skin in the game, and we should design our new business processes to attract and retain this type of talent.
Brad Stoller is working to change how MSPs look at their sales processes. He authors articles, provides video instruction for MSP sales tips and holds sales-related webinars to help MSP owners, managers and sales personnel. As the national director of business development at The PT Services Group, Brad has interviewed hundreds of MSP owners to develop a new way of focusing on quality, first-time appointments and sustainable, exponential growth. Follow @BradStoller on Twitter or on LinkedIn.