Sales Coaching 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, top performing employees, retention sales, ideas for sales leaders, Discretionary Effort, recognition ideas for sales leaders

10 Reasons Why You Lose Top Sales Talent

Posted by Kristi Shoemaker

December 28, 2011

Eric Jackson recently wrote a story for Forbes Magazine about the "Top Ten Reasons Why Large Companies Fail To Keep Their Best Talent."  Interestingly, may of these problems could have been avoided if management had better coaching and leadership skills. Your workforce is demanding more and it is the responsibility of the sales manager to meet those needs in order to retain your best employees. (Learn how the sales management profession must evolve to keep pace with societal, technological, and workforce change at the spring Sales Coaching Summit.)

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Topics: Leadership & Management, Employee engagement, retaining top talent, retention sales, Performance Review

Top Sales Performer Retention Strategies

Posted by Kristi Shoemaker

May 3, 2011

This guide, written by SumTotalSystems, outlines three employee retention techniques  to retain your top sales performers. These retention strategies will ensure you retain the right talent to execute and grow.

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Topics: retaining top talent, rentention, top performer retention, Employee engagement, top performing employees, retention sales

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