Blog | Employee Incentive Information | Performance Management | Divvy

How to hire and retain a sales champion

Behind every company’s increase in market share there is at least one sales champion. They’re people who understand human needs, communicate clearly, and know how to gain a buyer’s trust. Some sales champions have gone on to become very successful business owners and teachers. Great sales people are made. Anyone can become successful in selling. All it takes is the right training. Right? Maybe—but it’s not as simple as that. To make it in sales (or anything else), you must bring a big desire and a clear reason for wanting to become a salesperson.

Unfortunately, employers often overlook these inner ingredients during the hiring process. Many sales managers still make the mistake of hiring a salesperson because they were swayed largely by their resume, looks, dress, and talk. They believe this is all that is necessary to mold them into a grand producer. With just a little training, you can send them off to conquer the marketplace. When minimum emphasis is placed on what’s behind the nice suit and smooth talk, you will shoot yourself in the foot. The interview process should be your opportunity to get a holistic picture before signing them on.

How can you use the interviewing process to better know if the person sitting across from you has those inner traits necessary to make a good candidate? If great sales people are made, this does not override your responsibility as a manager to conduct a thorough and complete interview. Lacking certain basic intrinsic ingredients will guarantee that your potential sales rockstar will fail and quit soon after. And turnover is time-consuming and costly for your company.

Advances in communication and social media technology can give your sales team incredible access to analytics on your prospect’s behavior, interests, and needs. It’s useful information that can result in creating different sales strategies—strategies that can even produce higher conversion rates. However, relying mostly on analytics as your assurance to close a sale or keep a customer loyal is a trap.  

The art of selling is simple but demands superlative care and persistence. Selling is very rewarding and profitable but it’s hard work. Speak with any experienced, successful salesperson and they will tell you that without these “internal” qualities, disappointments and failures will end your career quickly. Sales success requires a deeper motivation. Sales training then becomes easier and more effective because your student brings the right stuff and willingly embraces knowledge and personal growth. Start with identifying your student’s desire level and go from there.

How can you find out if your applicant is the one you’re looking for? How can you save time during the interview process and make the right hiring decision? What are the best sales training methods? How can you retain your sales champion once you've found them?

Topics: Loyalty Employee Engagement Sales Performance Performance employee training Sales Recognition Reward Taico Incentive Services

Workplace conflict—where to find the silver lining

There are many reasons why conflicts occur in the workplace. Even the most enlightened among us might actually be the source of some of it. How do we start off our day? What outside influences do we allow to get into our psyche? We can, inadvertently, bring our morning edginess into the office along with our low tolerance for disagreement or opposition.

I remember one cold, rainy autumn morning last year—I hadn’t slept great the night before. The town had decided it would start a construction project outside my window at 6 am. Facing me at the office was a mountain of paper work that had to get done and a big meeting with a new client who promised to bring tons of demands. OK, client demands come with the territory. But then my electricity went out in the middle of a shower and my office manager called to let me know her daughter was very sick and she would be out for the rest of the week. My clock alarm wouldn’t shut up. By this time, I had amassed a nice headache. I was ready for a conflict—not good for anyone. (By the way, I don’t recommend checking emails first thing in the morning either. Spam will annoy you, urgent messages will stress you, and being reminded of something you didn’t finish yet will give you guilt.) In the end, everything worked out OK that day and I didn’t have to take an aspirin. Thank God for counting to ten and taking a deep breath! But a bad day is a common reality that we all have to deal with at some time—but how we choose to allow it to affect our work also affects everyone around us.

When conflict happens, morale gets lowered and absenteeism goes up—undermining your creativity and productivity. But all conflict is not destructive. Sometimes it can be a sign of commitment to a cause or a passion about something positive. There can be a silver lining around every conflict when we understand what it is and how to turn it around.

Topics: employees Workplace conflict Communication Loyalty Employee Retention Employee Recognition Recognition

Employees Unmasked! How to spot the great ones from the not so great.

Topics: employees Rewards Incentives CFO Performance Sales Recognition

Safety Programs. How you can get a grip and keep it!

Some years ago I was contacted by a manufacturer who had visited our booth at an incentive trade show in Chicago. He was running a safety program which was not providing him with the results he expected. Although not our client, at the time, I welcomed his questions. Accidents at his facility were continuing and he was losing money. Talking with him opened my eyes wide to better understand why safety programs fail and what can be done about it.

Topics: Safety Incentives Employee Engagement Safety incentive and reward solutions Recognition performance improvement solutions Social Engagment Tools

Wellness is the buzz! What you need to know.

Green shakes and salads for breakfast, Pilates, yoga, salsa dancing, spin classes, pumping iron, veggies, zumba, swimming, kickboxing, stress management, jogger's high, aroma therapy, deep breathing, meditation.
Today's compulsive preoccupation with health reflects the more than 2 billion dollars a year we spend on gym memberships alone. Businesses across the nation are spending as much as 416 dollars per employee on wellness programs.
But all is not the picture of health and wellbeing.

Topics: Communication Employee Recognition wellness programs Performance Recognition Social Engagment Tools

"Implement employee incentives? Are you kidding? In this economy?"

Topics: incentive programs Rewards Safety Incentives Service Employee Rewards Programs Incentive Service Anniversary Online Incentive Program(s) On the Spot Recognition Years of Service Point Based Programs Suggestion Recognize Perfect Attendance Employee Incentives Service Awards Communication Incentives Loyalty Employee Engagement Loyalty Programs Safety Employee Retention Sales Incentives awards Employee Recognition Sales Performance Performance Sales Recognition Reward Retention Attendance Rewards and Recognition Suggestion Programs Employee Incentive Programs

FAQ#1 "How can I best set goals for my employee incentive program?"

Q. What are the best ways to set goals for my incentive program?
A. It's NOT a guessing game!
Your first step is to understand is that sincere recognition, regular engagement and motivation are the best ingredients in creating a more positive behavior from staff members and employees. Its more than just compensation. This, in turn, will impact your organization's performance.

Topics: retaining your valued employees Service Awards Employee Retention Sales Performance wellness programs Recognition Employee Incentive Programs