It is the start of the second quarter for most of you, and now is the time to be sure that you are actively managing sales performance with regular feedback to your sales reps and the timely and accurate distribution of commission payments. Showing your reps their potential for earning more through sales performance reports is extremely motivating, and yet so many small- and medium-sized businesses (SMBs) miss this huge opportunity to motivate and drive performance because the spreadsheets they’re using for their comp plans don’t offer an easy way to:
- Produce graphical performance reports that tell their sales reps exactly where they stand against their plan
- Calculate compensation quickly and accurately
At Cornerstone, we’ve got a group of runners who encourage each other to hit the pavement every day at lunchtime. We measure the distance by certain landmarks, and I check my watch to see how we’re doing, because these milestones motivate us. Then, when we see the corner of our building through the trees, we are eager to finish and beat our last time out. Seeing a goal and tracking our progress against it is motivating, encouraging, and makes us push ourselves to reach and even surpass it.
It’s exactly the same with sale performance. You may have designed a great sales compensation plan that meets your revenue targets on paper, but if you don’t motivate your sales force to accomplish those goals – to meet or even exceed those targets, your plan will undoubtedly fall short. One of the best ways to do that is to illustrate milestones and give sales reps the visibility into their progress that encourages and motivates.
Easy to produce, graphical reports can quickly and effectively provide the little extra push that will get your sales rep across the finish line. These reports, coupled with timely, accurate payouts help give your sales force the confidence and motivation they need to take your business to the next level.
See how Makana Motivator provides visibility into sales performance management through our online sales portal.