12 استراتيجية لتحفيز فريق المبيعات الخاص بك بشكل فعال

The sales profession comes with demanding challenges, from frequent rejection to high-pressure interactions that can quickly drain and demotivate staff. To maintain performance and reduce turnover, companies must incentivize the sales team with well-planned rewards and ongoing support.

When designed strategically, incentives can motivate sales teams to go beyond expectations, leading to higher client acquisition and increased revenue. Understanding how to incentivize a sales team effectively ensures that motivation stays high without straining company resources.

This article explores the key factors behind job satisfaction and motivation in sales. We’ll also discuss practical, cost-effective ways to incentivize sales teams for better performance and long-term success.

How to incentivize sales team: 12 Effective strategies

فيما يلي بعض الاستراتيجيات الحاسمة التي يمكن للشركات استخدامها لفهم كيفية تحفيز موظفي المبيعات على النحو التالي:

1. فهم دوافع فريق المبيعات

الخطوة الأولى لتحفيز فرق المبيعات بشكل صحيح هي فهم ما يدفعهم. بينما تلتزم معظم المؤسسات بتقديم حوافز مالية ، فقد لا يكون هذا دائما ما يحتاجه فريق المبيعات. لقد حان الوقت لأن تدرك الشركات وتقبل حقيقة أن البشر هم أبعد من مجرد كائنات مادية مدفوعة بالمال.

There is a plethora of emotional, social, and personal needs that employees need to meet at their workplace to feel satisfied and perform well. Companies that understand and account for these needs effortlessly stand apart and succeed in attracting and retaining top talent year after year. A report by IRF effectively highlights this belief by stating that 90 percent of top-performing companies use incentive programs to motivate their sales staff.

A great example of this is Nike. The global footwear and apparel brand provides its employees many thoughtful leaves like mental health days and paid menstrual leaves. Naturally, this makes the staff feel seen and valued, leading them to openly praise the brand policies. Positive feedback like this raises brand credibility and helps attract top talent.

2. وضع أهداف مبيعات واضحة وقابلة للتحقيق

Setting unrealistically high or ambitious sales goals can overwhelm your employees and hinder their success at the workplace. If an organization repeatedly sets such goals, the sales staff may feel like they are being set up for failure. In this scenario, the company may receive bad rapport and increased recruitment costs because of the high employee turnover. This is why it is critical always to set realistic and achievable goals.

وفقا للقاعدة الأساسية ، يجب أن يكون أي هدف محددا وقابلا للقياس وقابلا للتحقيق وملائما ومحددا زمنيا. سيسمح لك تحديد أهداف SMART وتوصيلها بشكل فعال بتعظيم أداء موظفي المبيعات لديك دون حرقهم. بالإضافة إلى ذلك ، تعد مواءمة الأهداف العامة للفريق مع الأهداف الشخصية للموظف طريقة أخرى لتحقيق نتائج مثمرة.

إن مساعدة الموظفين على تحقيق الأهداف الشخصية مثل تعلم مهارة جديدة أو تطوير الثقة أثناء العمل سيحسن وجهة نظرهم في عملهم. كما أنه سيعزز ولائهم تجاه الشركة ويحفزهم على البقاء لفترة أطول والأداء بشكل أفضل.

3. هياكل حوافز متنوعة

As established, there is more to motivating your sales staff than just rewarding them with bonuses and hikes. Research indicates that the best way to incentivize your sales teams is by using a balanced strategy involving financial and non-financial rewards.

While monetary incentives like commissions and profit sharing are always part of the answer, they must be seamlessly combined with non-monetary motivators like recognition, awards, and promotions to be effective.

According to IRF’s research, the number of firms utilizing non-financial incentives went from 25 percent in the 1990s to 80 percent in 2016, highlighting that brands are increasingly accepting the importance of a mixed strategy to incentives.

Google has this concept nailed in its employee incentive policies. They offer their employees impressive pay packages, bonuses, and other financial benefits, a well-equipped workspace, free food, attractive medical packages, and whatnot, making them an irresistible magnet for top talent globally.

4. حوافز متدرجة وقائمة على الأداء

Tiered compensations are a great way to motivate your sales teams not just to meet their targets but to exceed them. Since this approach follows a progressive incentive, it encourages employees to independently seek to maximize performance in hopes of getting the most benefits.

Similarly, performance-based incentives also help in optimizing employee performance. By rewarding top performers richly, an outcome-driven system reinstates an environment of hard work and enthusiasm in the company. It increases the stakes of employee performance beyond their guaranteed salary and thus helps avoid complacency.

For instance, Adobe relies on several performance-based incentives like commissions, stock options, etc., to motivate its staff. The brand clearly and fairly communicates the rules and rewards to its employees, so they know what’s on the line.

5. ردود الفعل في الوقت الحقيقي والاعتراف

It is common for those at the top to assume that a carrot-and-stick approach is the best motivator for those under them, but that is just a misconception. According to a famous psychological theory by Abraham Maslow, once a person's basic needs like food and shelter are met, they seek higher levels of human needs like social company, appreciation, and a sense of achievement.

Going by this established theory, while monetary rewards are a great start to incentives, they must be complemented with non-monetary factors to stay relevant in the long run. This means that over time, people can become complacent to money if that is the only positive, they get from their job.

يجب أن يتلقى الموظفون تقديرا منتظما وتعليقات وموافقات غير مالية أخرى ضرورية لرفاهيتهم. إذا تم القيام به بشكل صحيح ، فإن هذا النهج سيجعل الموظفين يشعرون بأنهم مرئيون وقيمون. سيجعلهم يسعون جاهدين للعمل بجد من أجل شركتهم وتحقيق نتائج لا مثيل لها.

Nestle, for instance, is an excellent sport about this as their policies underline a recurrent feedback mechanism for employees to improve and be appreciated. They also provide comprehensive training options, fund employee education, and allow flexible work to aid their employees.

6. مسابقات المبيعات والتحديات

A sense of healthy competition is one of the best incentives for sales teams. By providing a common goal and letting employees on the same level compete against each other, companies can introduce a fun and challenging vibe to the mundane work processes.

إن مكافأة الفائزين وأفضل أداء علنا والاعتراف بهم سيسمح لموظفي المبيعات بدفع حدودهم والتفكير بشكل مبتكر للفوز. كما أن البيئة الشبيهة باللعبة تجعل الناس أكثر انفتاحا على التعليقات السلبية والخسارة ، مما يؤدي بدوره إلى تحسين عملهم.

To make the most of such an approach, it is essential to communicate the rules, performance metrics, and awards of the competition beforehand clearly and concisely. It is also vital to maintain transparent performance tracking channels to avoid any injustice or bias. Lastly, the rewards announced should be at par with the scale of the competition to maintain relevance.

7. فرص التدريب والتطوير في مجال المبيعات

Investing in ongoing sales training and skill development is vital for companies. Upskilled sales staff is likely to perform better and generate more significant revenue. KPMG states that companies that invest in employee upskilling generate 4 times as much profit as those who don’t.  Firms may choose to have in-house skill development centers or outsource the mentorship. They can also opt to fund staff education like Nestle simply.

Companies should felicitate completing training and other upskilling with certificates, recognition, and other incentives to encourage employees for further endeavors. Workday, a world-renowned employee management platform, incentivizes employee skill development. As per their internal surveys, they have achieved a success rate of 95 percent with this approach.

8. التلعيب في المبيعات

With over 3 billion active gamers worldwide, it is safe to say that in the present day, people have a great affinity for game-like simulations. A lot of the brands are now using this preference to boost employee engagement.

By introducing a game-like environment in the day-to-day work of the sales team, companies can greatly reduce the staff’s burden and worries and replace it with a fun and healthy competition.

Elements like leaderboards, badges, and point systems can make the sales work more engaging. Using a system of recognition and rewards to celebrate the winners can help increase the relevance and lure of the entire system.

Gamify Your Sales Process with Compass

Compass turns sales into an engaging challenge with leaderboards, badges, and real-time rewards. It automates incentives, tracks performance, and integrates with CRMs to keep teams motivated. Elevate your sales strategy with gamification that drives results.

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9. ردود الفعل وقنوات التعاون

Even when you incentivize your sales staff well, there is a chance that they might still not be satisfied. Some reasons for this may be improper implementation of the policies on a practical level, misunderstanding of employee motivators, etc. To avoid a situation like this, employers need to create clear channels for open communication and feedback.

ينصح بجعل أنظمة التغذية الراجعة هذه مجهولة الهوية حتى يتمكن الناس من قول حقيقتهم دون أي خوف. إذا ظهرت أي ردود فعل سلبية ، فمن الأفضل تعديل السياسات وتحسين التجربة.

هناك طريقة أخرى لتحسين تعاون الفريق وهي تنظيم اجتماعات منتظمة لفريق المبيعات وجلسات العصف الذهني. يمكن أن تكون البيئة الترحيبية مفيدة للموظفين للانفتاح ومشاركة أفكارهم المبتكرة.

10. حوافز المبيعات القائمة على البيانات

قد يبدو النهج الذي يكافئ جميع أصحاب الأداء الإيجابي على قدم المساواة على ما يرام على السطح ولكنه يمكن أن يسبب مشاعر الظلم لدى الموظفين عند تطبيقه بالفعل.

For example, if an employee who brings 25 percent more sales and one who brings 75 percent more sales are both rewarded with the same amount, then the results may be counter productive. The rewards extended to any employee should be in line with their achievements.

لتجنب مثل هذا الظلم ، يجب على الشركات استخدام التحليلات القائمة على البيانات لتحديد أفضل أداء وتكريمهم وفقا لذلك. قد تستخدم الشركات أيضا هذه البيانات للتعرف على الموظفين الذين يتحسنون باستمرار ومكافأتهم على سلوكهم الإيجابي.

11. المرونة والقدرة على التكيف

An important factor to consider while deciding employee rewards is the market trends and conditions. For example, people are increasingly becoming inclined to fitness and spirituality nowadays.

وبالتالي ، قد تكون مكافأة شخص ما بملاذ أو عضوية لمدة عام في صالة الألعاب الرياضية المفضلة لديه فكرة رائعة. من المرجح أن يكون للحافز الشخصي وذي الصلة مثل هذا تأثير أكبر من ، على سبيل المثال ، خيار أغلى نسبيا ليس له صلة شخصية بالموظف.

It is also crucial for companies to give awards that are in alignment with the position of the employees. For example, a certificate may not be a fitting reward for a managerial employee, but it can be a worthy recognition for a new intern. Remember that policies are often dynamic and as long as you gather feedback from the sales team on incentive effectiveness and modify as needed, it is all good.

12. قياس أثر الحوافز

أثناء التخطيط لبرنامج الحوافز ، من المهم جدا أن يكون لديك مقاييس محددة بوضوح لفعالية البرنامج. يجب دراسة البيانات التي تم جمعها من الموظفين ، الكمية والنوعية على حد سواء ، على فترات منتظمة لتحديد ما إذا كان للتحفيز أي تأثير حقيقي على موظفي المبيعات.

بناء على نتائج ذلك ، يجب على الشركات تعديل أو تغيير السياسات للحصول على أفضل النتائج في خطط الحوافز الخاصة بها.

Compass: The smart way to incentivize sales teams

Compass simplifies sales incentives by providing automated, data-driven solutions that keep teams motivated and focused on achieving higher targets. With a structured approach to compensation, recognition, and rewards, it ensures consistent engagement and performance improvement.

Why use Compass for sales incentives?

• Automated incentive management: Eliminate manual calculations and delays with real-time tracking and instant payouts.
• Performance-based rewards: Customize incentives based on sales achievements, ensuring top performers are recognized and rewarded.
• Gamification features: Use leaderboards, badges, and achievement milestones to make sales goals more engaging.
• Real-time performance insights: Get clear visibility into sales progress and optimize strategies with data-backed decisions.
• Seamless integration: Connect with your CRM and other tools for hassle-free incentive tracking and reporting.

Boost sales motivation and drive results effortlessly—get started with Compass today!

استنتاج

بدون حوافز متسقة ومناسبة ، قد يواجه فريق المبيعات الخاص بك انخفاضا في الدافع أو حتى يفكر في المغادرة. لمنع مثل هذا السيناريو ، من الأهمية بمكان أن تنشئ الشركات أنظمة مكافآت أداء شفافة ومنصفة.

يجب أن تكون هذه الأنظمة سهلة المراقبة ومصممة لزيادة فعاليتها إلى أقصى حد. علاوة على ذلك ، يجب على المنظمات تقييم مدى ملاءمة وأداء برامج الحوافز هذه بانتظام لتأكيد توافقها مع الأهداف المقصودة.

إذا لم تسفر عن النتائج المرجوة ، فيجب تنفيذ التعديلات حسب الضرورة.