Motivation on the Run

This from a new weekly column on issues that concern Small Business written by Jerry Osteryoung. He starts out with the topic of motivating the salesmen and how important it is. He is certainly right.

Bradenton Herald | 12/17/2005 | Energize staff with rewards

Many firms have awards for the “top” salesperson, which is great, but, in so many ways, very debilitating for your staff. If you have a few star performers and you continually reward these salespeople, other sales staff will not be motivated at all. If there is no way for “less than star” but “good” performers to reach a goal for a reward, most just quit trying and this is just not good. I prefer campaigns that reward whomever reaches or exceeds a certain percentage over their goals so everyone has a shot at the rewards.