The Coaching Effect Blog

Using Spot Bonuses to Engage All Employees with Sales Efforts

Posted by Sarah Wirth

August 8, 2013

An EcSell member and I were discussing compensation recently.  Specifically, we were talking about how to use variable compensation and bonuses most effectively, and the member shared an interesting best practice with me.  In their organization, they use “spot bonuses” on an ad hoc basis to reward people that helped drive sales growth.  These spot bonuses are completely at the discretion of sales leadership as to when they are rewarded, to whom they are rewarded and the amount of the bonus.  Most importantly, spot bonuses are awarded to people who are not part of the sales team.

What the EcSell member’s company has seen is that spot bonuses are highly effective in creating excitement and enthusiasm about sales throughout the entire company because now everybody is eligible for additional compensation based on improved sales results.  The bonuses reinforce the importance of sales to the entire organization, but most importantly they help give ALL employees a line of sight to how they can impact sales.  Every time a spot bonus is
awarded, the entire company learns what that person did and how their actions eventually led to increased sales.  This constantly reinforces how each person can be integral to the growth efforts of the company.

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Topics: compensation recognition rewards, Employee engagement, retention sales, Discretionary Effort, recognition ideas for sales leaders, top performing employees, ideas for sales leaders

Recognition Ideas: Some of the Best Things in Life are Free

Posted by Sarah Wirth

May 30, 2013

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Topics: compensation recognition rewards, sales manager coaching, recognition ideas for sales leaders, sales rep peformance, ideas for sales leaders

Rewards Part 3: 7 Guidelines to a High-Engagement Culture

Posted by Kristi Shoemaker

March 19, 2012

This is part two of a three part series on sales incentive programs. In part one we defined the difference between Intrinsic Rewards versus Extrinsic Rewards.  In part two we share  descriptions of the four intrinsic rewards and how workers view them. In part three we look how to build a highly engaged sales culture by using intrinsic rewards. This information comes from a powerful article we found on Rewards and Recognition written by Kenneth Thomas, author of Intrinsic Motivation at Work: What Really Drives Employee Engagement. In his work with managers, change agents and training specialists, he has developed seven guidelines for building a culture that supports high levels of engagement and intrinsic rewards.

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Topics: compensation recognition rewards, incentive programs

Rewards Part 2: 4 Intrinsic Rewards That Drive Employee Engagement

Posted by Kristi Shoemaker

March 14, 2012

This is part two of a three part series on sales incentive programs. In part one we defined the difference between Intrinsic Rewards versus Extrinsic Rewards.  In part two we share  descriptions of the four intrinsic rewards and how workers view them. This information comes from a powerful article we found on Rewards and Recognition written by Kenneth Thomas, author of Intrinsic Motivation at Work: What Really Drives Employee Engagement.

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Topics: compensation recognition rewards, incentive programs

Rewards Part 1: Understand Intrinsic Rewards vs Extrinsic

Posted by Kristi Shoemaker

March 12, 2012

This is the first of a three part series on how to use rewards to drive sales performance and enagement. Motivational dynamics have changed dramatically to reflect new work requirements and changed worker expectations. One of the biggest changes has been the rise in importance of psychic, or intrinsic rewards, and the decline of material or extrinsic rewards. This information comes from a powerful article we found on Rewards and Recognition written by Kenneth Thomas, author of Intrinsic Motivation at Work: What Really Drives Employee Engagement. Compensation and bonuses are no longer enough to keep sales employees engaged and motivated.   Kenneth Thomas draws upon recent research to explain the popularity of intrinsic rewards and how these rewards can be used to build a high-engagement culture. Enjoy!

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Topics: compensation recognition rewards, incentive programs

Designing Sales Incentive Programs That Motivate and Engage

Posted by Kristi Shoemaker

February 22, 2012

Sales reward and recognition programs are an effective way to motivate a sales rep above and beyond his/her compensation package. Our Pillar Partner and good friend, Amy Trueblood, of Awards Network shares some of the tips on how a sales incentive program can be simple while still making an impact on your organization.  Amy outlines the key steps in designing a sales incentive program that your team will understand and that will motivate the right behavior!

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Topics: compensation recognition rewards, incentive programs

Sales Compensation Plan Resources for Sales Managers

Posted by Kristi Shoemaker

November 28, 2011

The new year is around the corner and that means many sales managers are evaluating their current sales compensation plans and determining whether a change needs to be made.
According to WorldatWork Sales Compensation Strategy Survey, nearly two-thirds of reporting companies change their sales comp plan every year. Below are links to information from our Resource Library, including sample sales compensation plans, a webinar on how to structure a compensation and incentive plan based on job role to name a few. Also, attend our upcoming monthly sales management webinar in February to learn the role of rewards and recognition programs and their effect in the overall benefit and incentive package.

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Topics: compensation recognition rewards

Sales Compensation: Get Your 'C' Players Jobs with Your Competitors

Posted by Kristi Shoemaker

October 24, 2011

Sales compensation plan. They are only as effective as the behavior they drive. Recently, there has been a lot of concerns about ensuring that on target earnings (OTE) are in line with industry peers. Paying a competitive mix of base salary and variable is critical to attracting top sales talent. The problem is many Sales Managers don't go beyond assessing total earnings. Purchasing compensation data from Radford, PayScale or Salary.com is the first step in determining if your pay levels are comparable with world class, but it doesn’t tell you how to pay your sales reps. If the base-variable mix isn't right, your best people will leave and your worst people will stay forever.

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Topics: compensation recognition rewards, sales compensation plans

Designing a Compensation Plan that MOTIVATES Sales Reps

Posted by Kristi Shoemaker

April 6, 2011

EcSELL Institute 6 Pillars of Sales Productivity Workshop Summary

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Topics: compensation recognition rewards, 6 Pillars of Sales Productivity

6 Pillars of Sales Productivity

Posted by Kristi Shoemaker

April 6, 2011

The pre-Summit Six Pillars of Sales Productivity Workshop kicked off on Wednesday morning. Bill Eckstrom, president of EcSELL Institute, set the stage by explaining the importance of understanding the six key areas a sales coach must manage.  He stressed the importance of always staying current on these six key Pillars as they are continually changing and the technology is constantly evolving.

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Topics: sales planning, compensation recognition rewards, sales analytics & performance tracking, professional development for sales management, talent identification & acquisition, 6 Pillars of Sales Productivity, sales methodology & sales skills development

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