Skip to main content
Sales Performance Management

3 productive ways to spur positive employee behavior

By February 15, 2018January 16th, 2023No Comments

In their approach to sales performance management, managers typically don’t focus enough on correcting employee behaviors. While managers reward employees who meet their sales goals or even exceed them, they may not take an active role in shaping worker productivity. Although there are a variety of ways employers can talk to employees about their performance, there are more effective ways to get workers moving toward achieving business objectives after going in the wrong direction.

Here are productive ways to changing employee behavior:

1. Provide feedback as soon as possible
When managers notice something employees might be doing wrong, it might be weeks or months before they bring it up with their workers. This could be out of fear of how their employees will react or because they are preoccupied. However, quick feedback is crucial to correcting employee behavior, Entrepreneur suggested. When managers notice that employees are not progressing as quickly in accomplishing sales targets or are slacking in other areas, they should give feedback on the negatives they observe so employees are aware of where their performance goes wrong so they can get back on the right track. Before bringing up areas of improvement, managers should consider also reinforcing positives they have seen so employees do not get discouraged.

2. Ask employees what drives them
Although employers may have a good idea of what makes the perfect employee, workers might have a different vision. Rather than telling them what it means to be productive, companies should ask employees the question, “Who are you when you are at your very best?” wrote John Beshears and Francesca Gino, professors at Harvard Business School, in Harvard Business Review. This question brings to mind what drives employees and what they are capable of doing to optimize their performance. It could also be a good basis for choosing personalized incentives for star performers who may be more motivated by noncash rewards rather than money.

3. Assess the workplace environment
Employee behavior is often influenced by the environment that surrounds them. Workplaces that may have distracting elements or other internal problems could prevent workers from achieving their sales goals and get them away from meeting business objectives. Companies should evaluate the workplace environment and whether it is as conducive to encouraging positive employee behavior. Employers could look to determine whether their incentive compensation structure is great at rewarding the right behaviors or if they need to change up management styles and more.

With the importance of molding employee behaviors to meet business goals, companies should consider equipping themselves with the right tools to analyze employee performance.

Leave a Reply

Close Menu
×
Ballast Point Ventures

Ballast Point Ventures is a later-stage venture capital fund established to provide expansion capital for rapidly growing, privately owned companies in diverse industries, with a particular emphasis on companies located in Florida, the Southeast, and Texas. The BPV partners have more than 70 years of combined experience investing in and building high-growth companies in a number of industries, including healthcare, business services, communications, technology, financial services, and consumer goods. BPV has $200 million under management and seeks to make equity investments ranging from $3 million to $10 million.

×
Harbert Management Corporation

Harbert Management Corporation seeks to generate superior returns for their investors by identifying and investing in the most promising early growth stage companies in the Southeastern U.S. HMC seeks to capitalize on what it believes are compelling regional dynamics, such as a strong and fast-growing economy, significant research and development activities, and an established entrepreneurial community. The HMC team combines substantial investment, advisory, and operating experience with capital and networking contacts to support great entrepreneurial teams in successfully executing their growth plans. With offices in Birmingham, Alabama; Richmond, Virginia; and Gainesville, Florida, it’s well positioned to partner with entrepreneurs throughout the Southeast.

×
KBH Ventures

KBH Ventures was an early investor in Iconixx Software. KBH's investment philosophy plays a significant role in the firm's successful track record. KBH believes in running businesses to be cashflow positive and profitable every month. Startups and companies in a startup mode, such as one that has been purchased in distress, are expected to generate revenue within the first six months and reach profitability within the first 12 to 18 months. KBH also only invests in or acquires companies that are in the startup phase or have less than $20 million in revenues. KBH targets technology companies that offer business-to-business services.

×
S3 Ventures

S3 Ventures is an early expansion and growth stage venture firm with $200 million under management. It’s focused on information technology solutions that solve large business problems. S3 also invests in medical devices that improve the human condition. S3 invests in category-defining opportunities. It partners with the team and help focus methodically on what it takes to build a successful company. S3 today helps talented entrepreneurs take their technology and market knowledge and form valuable businesses in a repeatable fashion. Investment sizes start at several million or more for Series A, B, and C financing.