I highly appreciate discussing this subject, and support Clara's point that we should place the right person in the right place.
First of all, as a business consultant, and based on a quarter of a century in marketing and sales management and training; I want to emphasize on the fact that rewarding sales staff should be relative to the performance they achieve in the market.
Anyhow based on Management Science; an employee passes in four different stages which affect his/her performance during the course of his work and assignments.
1- The Affiliation stage: which is the starting stage for an employee; during which this staff needs to feel affiliated, cared about, belongs to, accepted, and a part of the working group.
2- The Stability stage: It is the period which follows the Affiliation, and during this period an employee should feel stable in work, income and safe within the working group. He/She should not be threatened to be thrown out or dismissed at anytimes for no reasons.
3- The Growth stage: During this period the employee should feel appreciation reflected in promotion, salary and status advancement within the working group. This period is very important to a staff, and is always expected that one day it should be there.
4- The Power stage: It is the period where the staff achieves the maximum advancement within the entity and starts to impose decisions, puts regulations and plan strategies for that entity. He becomes more heard and more effective. The experience which he has passed into during the previous stages gave him the power to take right decisions.
At each of the above stages, the staff (Talking now about Sales Staff) should be rewarded based on his achievement. Gifts, Ipods, Bonuses etc.. are relative to the measurement of the upper management of his achievement.
To be fair rewarding a Sales Staff, it is important to have a scientific measurement scale for his achievement, taking into consideration what targets should he achieve in terms of Sales and Collection, His sales panel growth and all this should be measured against the period during which he should achieve those targets within.
For more details about this measurement tool, I have a vast experience to guide your management towards the best methods of creating those measurement tools, according to your entity's needs and requirements. As a Consultant and business founder, heading Marketing & Sales Consultants in the Middle East; I am willing to give you guys all the information that you need to grow your Sales Force into a real money generating team. Do not hesitate to communicate with me, On SEARCHWARP.COM I offer this information for free because I look forward to see a real clean scientific marketing generation growing in the markets of Asia, Middle East and Africa.
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