Students of the Sales Training Institute will learn to:

• Generate increased top line sales training revenue through sales skills development
• Learn to close more sales in a sales consultative approach by becoming business consultants
• Create better margins for sales training efforts while learning effective probing, supporting and closing skills
• Lower sales operating costs by increasing effective sales interviewing skills by quickly following up on sales leads
• Develop stronger telephone and face to face selling skills through high impact sales training seminars based on extensive in class practice
• Strengthen company’s identification of their strategic sales opportunities
• Design and optimize sales strategies for selling and winning business
• Become more productive at their sales jobs through pre-call planning and better handling
• Implement more effective sales communication skills through effective and efficient time usage in our sales training seminars
• Generate and practice more powerful customer sales presentations training
• Increase sales force training skills and become immediately more productive on their sales jobs
• Be more effective in their sales communications with their internal and external customers
• Apply the skills learned in our sales training seminars while energizing their fellow sales force members  

Incentives can be a terrific method of improving sales revenues. Here are three great ways to make incentives result in higher sales for your firm:

Improving incentives promote higher performance

When you include some easily reached incentives at the start, you can motivate your sales force to give that extra effort needed to reach their stretch goals. If the only incentives you use are when higher volume, bigger ticket, or more complex sales are achieved, then it is easy for your sales force to become discouraged. The advantage of reaching incentives early is that salespeople begin to have an identity of themselves as high performers. Once they have this mindset, many of the behaviors of high achievers are naturally adopted. As your salespeople gain more confidence, you can make the incentives less frequent, yet more lucrative to give them something to strive towards.

Incentives, done properly, should cost nothing

Sales incentives are best used when they encourage salespeople to make additional, discretionary efforts which bring in more revenue. You should resist the temptation to set sales targets which are just out of the reach of salespeople; these "incentives" will not motivate your sales force, and will quickly be seen for the false promises they actually are. Instead, look at incentives as part of the cost of getting more sales. While your firm may make slightly less revenue on these additional sales, that is still better than keeping 100% of sales revenue which never actually happens. As long as the incentives yield higher overall profits, that should be the only measurement which really matters.

Incentives which are surprises, should be positive ones

Another way to keep your salespeople motivated is through the use of hidden, positive incentives. Perhaps the first salesperson to make twenty sales this month gets an additional paid day off, free trip, or other small bonus to keep your sales team interested and motivated to do even better. One caution applies: any hidden bonuses should not be too great, or the other sales people may complain that these are being awarded to favor particular salespeople, or that they do not have the chance to compete fairly for these. Instead, it is best to keep these as a little extra, to be used in conjunction with the other sales incentives you normally offer.

In summary, since incentives lead to better performance, cost nothing for additional sales, and can be positive unexpected bonuses, they should be used by every sales manager looking to improve their results.

Source: Marc Mays link

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