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

9 Things Successful People Do Better

Posted by Kristi Shoemaker

October 17, 2011

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Topics: top performing employees

Mistakes Top Reps NEVER Make

Posted by Kristi Shoemaker

July 25, 2011

As a Sales Coach, you spend a portion of your time dealing with mistakes made by your sales reps but interestingly, your top sales people don't make the same mistakes. If you learn what the good ones never do, you can take that information and use it to coach the rest of the group. 

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Topics: top performing employees

7 Personality Traits of Top Salespeople

Posted by Kristi Shoemaker

July 5, 2011

We found this article in Harvard Business Review and thought it was worthy of sharing it with you. It is written by Steve W Martin, professor at USC Marshall School of Busines. Read the full article "Seven Personality Traits of Top Sales People" CLICK HERE

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Topics: talent identification & acquisition, top performing employees, sales rep peformance

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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