Another month and there’s another fresh study that shows increasing employee motivation is one of the main areas of focus for senior executives in the next financial year, and this can be seen as translating into a fresh focus on sales incentive schemes in order to improve sales team motivation and thereby boost employee productivity and business results.
More and more businesses are realising that despite, or perhaps because of, the current economic situation sales incentive schemes, if run properly, really can drive sales. In fact these days, most top performers in companies around the globe expect to receive some form of timely reward or recognition to reflect their contribution to the company’s bottom line.
But in order to properly recognise top performers a business’ sales incentive scheme needs to offer the right rewards at the right time. Thankfully this is where technology, and in particular mobile technology, comes into its own.
Technology improves sales incentive schemes
Several motivation agencies (such as p&mm) offer incentive schemes that are administered through online portals and company intranets. This technology gives businesses powerful data management tools such as real-time reporting, popular rewards, staff performance leagues and much more.
This data allows businesses to change and adapt their sales incentive programmes fluidly in order to achieve their goals. Another benefit that technology brings is that if larger organisations decide to run different schemes for different areas of the business, the technology is scalable, it allows them to have has many programmes running as they need. In addition, because the technology allows employees to interact with online systems there is a reduced administration burden for team leaders, which can lead to cost savings for the business.
Mobile technology goes further
Many of your employees will already be ‘tech-savvy’ so accessing their company sales incentive programme on their smart phone will be second nature to them. But what benefits does incorporating mobile technology into your business sales incentive scheme bring?
1. Better communication with employees
One of the critical factors to the success of a sales incentive programme is communication. A good incentive scheme will continually communicate the rewards, the criteria and other information about the scheme (such as scheme updates and who’s received rewards and why). Smart technology and mobile apps mean that that communication can be instant, and if you’re concerned that your employees may not have smart phones, then according to a Cisco report by the end of 2017 there will be more than 10 billion mobile-connected devices in circulation.
2. Boost participation and engagement
It’s important that when a new employee joins the business that their induction programme includes the details of the incentive scheme. Mobile technology allows them to engage with the scheme immediately, the interactive features of mobile technology enable them to check out the rewards, update their details, record their sales and track their progress towards their target, keeping them motivated and maintaining a momentum that will help the business grow.
3. Increase effectiveness
There are several ways mobile technology can increase the effectiveness of your employee incentive scheme. For schemes that operate peer-to-peer recognition it allows your employees to nominate a colleague wherever they happen to be, either in the office or just after a sales meeting. For points based systems, managers can award points to their team members as an immediate and timely reward, without having to send a request to update the points to a system administrator.
It’s the immediacy that mobile technology offers us that is key to making sales incentive schemes successful. The ability to immediately reward or claim your reward, the ability to instantly communicate with your workforce and the ability to immediately see your progress towards your goals. To keep staff motivated with any sales incentive you need to get them fully engaged in the scheme. Mobile technology allows us to do just that!
John is responsible for the motivation division of p&mm ltd and a Director on the board of the IPM. Specialising in developing, implementing and directing many large scale staff motivation, recognition and employee communications programmes.