Lasting motivation: Harriet Millard of Make it Matta with her BESMA in 2018
HIGHLIGHTING THE HUMAN FACTOR Salespeople need recognition to drive growth in a post-pandemic, post-Brexit landscape, argues Adam Warsop
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s I write this article it causes me to reflect on how I plan to simultaneously reward my team, manage risk and enable growth. Hopefully my reflections will help inform some of your thinking and make you pause for thought. As we emerge on the other side of the pandemic this year – I very much hope – and into the new world of post-Brexit Britain, there will be a need to supercharge and drive our businesses in a whole new way. We will face competition from markets we never have before, as well as hurdles in the areas of supply chain and logistics that are likely to challenge us to think of new solutions to meet our clients’ needs. 28 WINNING EDGE
HOW DO WE MOTIVATE THE TEAM? This all being said, the key challenge we will face is how do we motivate our sales teams and salespeople to maximise their talent and drive revenue growth, without breaking the bank. My answer to this ever-present challenge is don’t think only monetarily but also laterally. We all know that everyone is motivated differently, so a one-size-fits-all approach will never work effectively – so why do we so often think a sales bonus alone will solve the problem? In reality, salespeople inherently thrive on at least a couple of key reward factors, of which monetary reward is just one. Equally important for many is recognition among their peers. With the monetary reward element problematic at the ISMPROFESSIONAL.COM
