In sales, the pitch is everything. While this may not be a problem for experienced salespeople, there are bound to be people on a sales team who need some help with numbers and landing a deal. There are many employees who have the potential to be effective salespeople who will succeed each and every day, but some of them haven’t quite made it to the point where they feel confident in their roles.
If an executive finds that some employees are getting off track or could be more bold in their sales approach, he or she can use incentive compensation software to bring about changes in staff.
Incentives for improved performance
One of the main problems with many ICM programs is that executives set standards that are out of reach of employees. If workers feel the target is too high and realize they will likely be unable to meet the objective and earn the incentive, performance will not improve. In fact, office morale may fall, which no employer wants. New members of a sales team who need to build their confidence as salespeople will certainly not benefit from these types of plans.
Instead, a VP of sales can use ICM software to create reasonable plans that not only reward high sales numbers, but also improved performance. For example, a VP of sales can set up a program that rewards individuals who increase their sales rates by 10 percent over a given period. This will allow new employees to improve at their own rate, and build confidence among a staff by recognizing that their hard work has benefited the company.
The more sales a team member makes, the more confident they will become in their own skills, and the more a company will thrive.
