Thedailytitan

Daily Titan California State University, Fullerton

Best Sales Incentives Program

The incentive program in which the new management team has set in place has successfully instilled rewards that vary in size but have always remained constantly pleasing to the staff. While some incentives involved simple recognition amongst coworkers, other incentives involve cash prizes, and awards. We have been able to make the office a warm, enjoyable, fun, yet also a competitive environment with this series of incentives.

Employee

of the

Week

No matter what the week held for us, celebrating the success and improvements of the team was vital to keeping morale high. We instated an employee of the week nomination system during every Friday morning meeting to recognize the accomplishments of each other from the week. There is a jar on the director’s desk, and throughout the week when someone did something remarkable, their coworker(s) would anonymously write down what was so great about their performance this week. The votes were tallied and the person who had the most votes would be employee of the week. Then compliments from their peers were read out loud at Friday meeting. This person would also obtain possession of the “Employee of the Week” trophy until the next Friday meeting.

Daily Titan California State University, Fullerton

Employee

of the

Month

Using the same technique as employee-of-the-week, this nomination is based on the amount of votes that the person has accumulated over the past month. The votes are tallied before Friday meeting begins. The director then hangs pictures of the winner in the meeting room without anyone seeing. Then when we are ready for meeting to begin, the director opens the door to let everyone see whose face is hanging from the ceiling this month in the meeting room. There is also another trophy for the “Employee of the Month,� that this person gets to keep on their desk until the end of the month.

Employee

of the

Semester

Employee of the semester is decided by the Advisor, Director, and Assistant Director.

They look at criteria such as attitude, sales performance, and improvements over the past semester etc. The award is announced at our end of the semester banquet where advertising and editorial are present. This person is also awarded $100 for their hard work. Typically this award is given to only one member of the office each semester. This semester, we hired such an exemplary staff that we were elated to give this award to two of our staff members.

Ramiro Jauregui

Blanca Navarro

Daily Titan California State University, Fullerton

Wii Mii Tracker

We wanted a fun and creative way for everyone to keep track of their personal sales.

Each person in the office created a “Mii� which is a personal avatar concept from the Wii gaming console. Seeing this tracker on each cubicle wall is a silent motivator to the account executive that promotes selling on a daily basis. It is a small tactic that has surprisingly become a central motivator to keep selling.

Daily Titan California State University, Fullerton

Titan Teams Recognition

Since new business is an integral part of our business, we want to recognize and reward the new sales in the office. We have “Titan Teams” where the office is paired up and if as a team they sell the most dollar amount in new business that week, they will receive 7% commission on their sale. Seeing who is bringing in the most new business is an explosive motivator for AE’s to close their sales sooner so they can win as a team, and of course get their 7% commission.

New business is defined as any client who has not run within a year. This helps to motivate the AE as well as want to work together as a team to strategize together to be the best that week.

Total Sales Tracker

To let the whole office know where we are at with our special section sales, the director tracks the progress we have made on the sales board and the entire office is able to keep track.

The tracker shows the amount of sales we made last year, and where we are now, and where we would like to be. As everyone walks into the office eyes naturally drift to the sales tracker board and from there, the motivation to sell more is inspired. A hard copy of the tracker is placed in everyone’s cubicle each week so they can monitor our success from wherever they sit.

Daily Titan California State University, Fullerton

Returning Client Recognition

Every sale is recognized and appreciated in the Daily Titan office. Returning business is also important to our business because it confirms that the client was satisfied with their contract and wanted to continue running with us. Once a sale is closed, the AE writes their name on the white board at the front of the office and the amount of their sale. They also ring our large Daily Titan bell to alert the office that a sale has been closed. The bell is used to further motivate the office to close pendingsales.

Special Section Bundles Sell All 6 Special Sections together: 5% commission Sell 5 Special Sections: 4% commission Sell 4 Special Sections: 3% commission Sell 3 Special Sections: 2% commission Sell 2 Special Sections: 1% commission

Mobile Bundle

The Daily Titan, like many schools, has been struggling to sell the mobile app. This year, we decided to make the mobile app a bigger focus in our training so that our AE’s would push harder to sell. We also motivated them with commission.

New Business Returning Business

Mobile App +1 other platform: 4% of sale

Mobile App + 1 other platform: 2% of sale

Mobile App + 2 platforms: 5% of sale

Mobile App + 2 platforms: 3% of sale

Daily Titan California State University, Fullerton

End

of the

Year Commission

Tied along with the Wii “Mii,” we recognize meeting and exceeding long term semester goals by awarding a 2% commission of the total sales made that semester. Although we do not reward every type of sale with commission, this shows that making your goal is important and worthwhile and needs to be recognized, since not everyone always makes their goal!

Ad Director’s Pick of the Month

Do something extraordinary! Be extraordinary! This person will receive $50 if the director feels this employee was remarkable during a certain month. This differs from Employee of the Month because this award is determined by the director, and not his or her peers.

Appointment Bonus

If an AE is able to meet or exceed 10 walk ups or appointments in a week, this person will receive $25.

Summary

We came up with all these incentives with one central motive in mind; to make our semester goals! Whether our incentive came in the form of employee recognition, tracking sales, or competing in teams, all these aspects of our program helped raise the staff’s spirits and believe that their goal was attainable. The power of these incentives has reflected in our numbers. Last fall, we did not make our semester goal, and with the help of this incentives program we finally made our fall numbers. Also, our staff has received over $2,000 in commission under this incentives program. The strength of these incentives has reflected itself in our staff’s comradery, their trust and respect for management, and love for their jobs. While some incentives boasted the office morale, others built self esteem and drive to succeed.