To ensure success of your business, business motivation must be at the heart of your team's game. Our ways to avoid the yellow card and do not fall into the most common mistakes in commercial performance.
STRATEGY: 4-3-3 / 4-4-2, WHAT TEAM AND WHICH ORGANIZATION?
In football game as in business life, the basis of good tactics is to define a global strategy. The goal is to know how to define the location of the players, where not only everyone can give the best of himself but where all can interact effectively. It is up to you to determine their exact field of action. Do you wish to privilege the defense of your achievements in terms of customer satisfaction, the attack of new territories and customers? In any case, choose the control of your field in the offensive phase and the balance of your team. What are your assets? Your goals? For a sustained motivation of your sales representatives, you must have defined beforehand the terms of bonuses, the chosen indicators and the objectives set. These must be accepted by all in order to create strong engagement behaviors in the field! In this perspective, your coaching must remain flexible and adapt according to market reactions. Your incentive compensation policy too !
MANAGE YOUR RESOURCES: DO NOT LEAVE YOUR WORKFORCE OUT OF THE FIELD
Yellow card to companies leaving on the sideline a number of salespersons! There is nothing worse to undermine corporate motivation. Of course, there cannot be 100% of the winning teams all the time. In addition, your sales people are motivated by the example given to them by their star players. But they will be even more so if the bonus they aim for corresponds to indicators in line with the objectives to be achieved, and if it is reasonably achievable by a maximum of employees. The first thing they will study in the objectives is the feasibility of the challenge that you propose to them. See our motivation wheel for the attention of your sales teams.
“PRESSING”: A TRADE TIP TO SUPPORT WITH REMUNERATION
In football, “pressing” is aimed at preventing the opponent's progress in the field by pressing the wearer, cutting off his passing paths, isolating him. In short, the goal, you have understood, is to prevent the opponent to calmly put his game during a match, with easy sequences. You too, know put a little more pressure to your teams: avoid the yellow card with a fairly common practice in terms of incentive compensation of sales: the famous “fridge effect” This is the foreseeable consequence of an incentive scheme developed in the form of a plateau rather than a continuous one. Your salespeople will tend to retain a file almost achieved and finalize it during the next performance period if they feel they will thus secure higher bonuses. A continuous payout curve rather than threshold will ensure the motivation and therefore the performance of your champions.
CAUTION TO MISTAKES RISKING THE RED CARD IN MOTIVATION!
As football, a fault and it is the risk of a red card. In business, which says exclusion, said downsizing, and logically performance and turnover, but also turn-over and recruitment issue. To motivate and keep a team satisfied, avoid mistakes. We have listed five examples of a poorly-configured incentive compensation plan that can lead you to get the red card: the mistake of setting goals that are too easily achievable and lacking a coherent action plan to achieve them, the error of have a compensation plan too selective that will leave a large number of players on the sidelines, that of not prioritizing your different objectives or that of not knowing how to play the right team captain.
UNLIKE FOOTBALLERS: SIMULATE ... YOUR REMUNERATION PLAN!
Our professional tool dedicated to incentive compensation allows you to simulate your compensation plan perfectly suited to the size of your company and your issues. Check out our incentive compensation white paper to determine the most effective game plan for scoring in the field.
