As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational speech at a sales conference, the Director of Sales took the stage and began talking about the importance of teamwork and how all the reps needed to work more effectively together. At the conclusion of his presentation, he turned to a large flip chart and turned the front page over.

On this large chart was a picture of a race track and a bunch of horses. In place of the horses heads were pictures of the sales reps faces. Each horse was at different points on the track. The Director of Sales then talked about the race that all the sales reps are in to hit a specific goal and where each one was standing in the race - and who was closest to winning the prize.

I about fell off my chair! Is this the same guy who just a moment ago was talking about teamwork? Well, any thoughts about teamwork flew out the proverbial door.

Incentive programs, whether they are for a sales team or any group within your company, can either be productive or counter-productive. In my opinion, the race horse idea is definitely counter productive and is a good example of a close-ended program. A close-ended program has a specific number of winners and will leave the rest feeling demoralized. Many will give up or not even start the program, because they don't feel that they could win.

An open-ended program rewards everyone who reaches the goal and everyone else who didn't. Here is how to set-up an open-ended incentive program. I call it the 6 D's:

1) Define the goal. What do you want to accomplish? (Reduce absenteeism, improve safety, heighten customer service?) Don't make the goal to complicated and eliminate as many obstacles to success as possible.

2) Decide if the program should be set-up for individuals or groups. Groups always work seem to work better; however, it depends on what the goal is and how many people will be participating

3) Determine the prize. Will it be cash, gifts, or how about a company wide event where all can attend and have fun and the winners receive something nice, but not "over the top?"

4) Develop a system of measurement. How will you measure any improvement? Make sure that everyone who is participating knows the rules ahead of time and that all agree the goal and the system of measurement is realistic. Allowing for participation in the overall decision process is not only effective for morale, but also insures that everyone is in agreement, before the program begins, that the goal is a valuable one, the rules are fair, and the prize is worthwhile.

5) Declare a start date. Promote the program a week or two before the actual start date and get people excited about participating. This also gives participants time to develop ideas and strategies.

6) Dedicate your time to help everyone. Get other leaders at your company involved and have them provide encouragement to all and keep everyone motivated. If all will be rewarded and the prizes are for the actual winners are not to outrageous, then everyone will have fun and know that no matter who actually wins, the goal will be reached, and that you, as well as other who are "higher up the ladder," have noticed what everyone has accomplished - and that you and "the higher-ups" are grateful for their hard work and dedication to achieving the goal.

By following the 6 D's, you will create and open-ended incentive program that will not only allow you to achieve an important goal, but also increase morale, let employees have some fun while they work, and leave the racing to the "real" horses.

Bob Garner is the author of "Masters of Motivation" which has been called a "must read" by business leaders. The creator of a number of CDs that have empowered thousands, Bob writes for numerous business magazines and speaks extensively worldwide on motivation, sales, and success. Sign up now for his free monthly newsletter called "Personal Success" at http://www.bobgarneronline.com

---

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes... Read More

Get Over Your Resistance to Sales

I have found that there are two best ways to... Read More

Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all... Read More

Hello! I Cant Sell!

What's that you say? You can't sell?Oh, you must be... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's... Read More

When The Clock Strikes Twelve!

I just finished reading another sales copy ending with the... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Simple Technique for Isolating Objections

To isolate any objection quickly you can use this effective... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win,... Read More

When Youre In sales Always Aim Higher

Yesterday I did a sales training program for a great... Read More

5 Powerful Tips To Persuasion!

Having excellent persuasion skills is one of the most important... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

Making Sales is Easy When You Learn How to Make Friends

Friends buy from friends. Why? Because people trust that their... Read More

The Top 7 Sales Blunders

We all make mistakes when selling our product or service.... Read More

How To Write A Solution - Savvy Sales Letter to To Get Clients

Too many sales letters are shaped into paper airplanes and... Read More

Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now

If you have problem attracting new customers, the sales marketing... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision... Read More

Peak Performance

One of the best books I have ever read is... Read More

Sales Performance and Motivation: How to Get Your Edge Back

Performance and motivation are like chocolate & peanut butter; the... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of... Read More

Knowing Your Customers; Closing the Sale

Just because your business is based in your home that... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not... Read More

Essential Training Skills for Managers

Today's manager lives in a world where change has attained... Read More

4 Reasons Why the Sale is Not Made

When sales are down, a salesperson must begin to take... Read More