Recognition has a very significant place in the growth ambitions of any sales organisation.
Lets take at a look at some data points pertinent to recognition:
- When companies spend 1% or more of payroll on recognition, 85% see a positive impact on engagement
- 60% of Best-in-Class organisations stated that employee recognition is extremely valuable in driving individual performance
- 69% of employees would work harder if they felt their efforts were better appreciated
I have seen first hand the positive impact that recognition and reward has on the emotions, motivation and discretionary effort of Sales Professionals.
I have also seen the spiralling negative impact and the unintended consequences when this stuff goes wrong!
When you consider the impact on staff engagement, staff retention and the correlation to extra efforts its surprising that only 14% of organisations provide managers with the necessary tools for rewards and recognition.
Here are the 5 key I consider have the most impact in connecting recognition to sales results:
Make it in the moment
As much as possible, be timely. Catch people when they are doing great work and acknowledge their efforts.
Don’t be generic and don’t be to impulsive as just using “you’re doing a good job” does not count in most cases.
Be specific, descriptive and genuine.
Put it in context
Recognition is most effective when it’s given in the context of a larger goal or business results focused activity.
Random acts are much less meaningful than those tied to a business goal.
An employee who lands a big deal by putting in the extra effort needs to know you noticed.
Make it appropriate in scale
Be consistent in your recognition.
Don’t be tempted to change just because this was the deal that got you over the line.
What about all the other deals that got you to the line?
Staff do build up recall of the scale and will consciously look for consistency.
Recognition should match effort and results, or it loses meaning.
Be authentic in delivery
You have to mean it when you give employees recognition.
The personal touch is so important for the receiver of the recognition.
I mean, why go to all the trouble in designing & implementing a scheme to then leave the communication to an email?
If your in a different physical location why not record a video or use video conferencin?
It will mean so much more!
Find what your employee’s value
So there you have my 5 keys to use recognition to drive sales results…how do you stack up against them??
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Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]