Motivate Your Sales People With Individual Challenges!
We all have that salesperson who is amazing when they are motivated and “on” and who just lazes around once they get some money in their pocket. What can you do to get the guy with all the talent and skill but none of the motivation to get off their butt and DO SOMETHING? How about an “Individual Challenge”?
Individual challenges are unique in that not only do they motivate the salesperson, it is also a form of positive recognition.
Here’s how it works: Look at what your super star is CAPABLE of… Don’t look at their best month or their best week but look at your numbers to see what you think that sales person could do if given the right motivation. Once you have done that, come up with a budget you can live with and a reasonable time frame (I suggest one month).
The next thing to do is meet with that salesperson, one on one. Make sure this meeting is very light-hearted and friendly, perhaps even a lunch meeting. Find out what their goals are for the next time frame you have previously decided. More than likely, they don’t have any goals at all! Since you just looked at the numbers, you should be able to come up with a reasonable goal that is a bit of a stretch for them but still remains attainable.
Once you both have agreed on what a “reasonable” goal is for the time period, ask him or her what it would take for them to go just a little more and exceed those goals. At THIS time, let them know you would like to arrange a PERSONAL CHALLENGE just between you and them. From talking with them, find a prize that is both within your specified budget and something they really want.
Let’s just say your budget for that one person for the month is $300.00. If you’ve followed my advice, you will know what your budget is before you have even met with your representative. During your meeting with your potential super-star representative, they mention they would really like to have the latest and greatest gaming system. Assume that gaming system retails for $250.00. That leaves you with $50.00 extra dollars to really entice them to carry out the challenge.
The conversation might go like this:
Manager – “Billy, I know you’ve been hitting XYZ numbers but I feel like if you really push yourself, you can exceed that by 10%”
Billy – “You’re right, I probably could”
Manager – “Well, Billy, to be honest, I have thought of putting you in a special personal challenge. If I were to do that, what would you want to earn as a prize?”
Billy – “You know I’d really love to have a Super Duper Gaming System. At $250.00, it’s hard to justify spending that kind of money”
Manager – “I tell you what, Billy, if you hit XYZ numbers, not only will I give you that gaming system, I will also throw in a $50.00 gift card to the game store! That should give you a little extra towards buying the game you want!”
That’s it in a nutshell. It is simple and easy and your representative gets to pick whatever cash or prizes motivates them!
Make sure you keep the challenge between the two of you. This is not a contest you want to broadcast until your sales person has earned it.
At the end of the challenge, if your representative has earned the bonus, THAT is when you want to promote it. At the VERY NEXT sales meeting, make a big deal that you have put “Billy” in a personal challenge and reward that representative in front of everyone. This way, next month (or time period), you can put a few guys in their own personal challenges and they will work really hard to get the recognition that “Billy” got last month.
If your chosen sales person didn’t reach the goals you put forth, meet with him or her again to reassess their goals and put them in yet another personal challenge. You’d be surprised at how much activity you will gain from that personal recognition of what each one is capable of.
Good luck and have fun!