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Our son, who is now six, doesn’t know the the full extent of what I do for a living. Rather than tell him that I’m a sales force development expert and explain the many facets of that, he knows that I have meetings (talk with people on the phone and in my office), that I do work (stuff on the computer), that I’m the boss of my office (12 people report up to me) and that I sometimes conduct training (show salespeople how to sell). I haven’t attempted to explain evaluating, compensation, incentives, metrics, recruiting, leadership development, executive coaching, consulting, strategies, systems or processes.

When your compensation and incentive programs aren’t getting the job done, it’s time to look beyond the traditional motivational programs and get creative. There are a number of other ways to motivate salespeople and I’ll discuss three of them here.  I’d love to have you comment with your personal favorites.

One of my clients is recruiting and, despite plenty of quality candidates to choose from, had failed to hire anyone in a span of ten months, 1200 resumes and dozens of interviews. He loved 5 of the 20 final candidates but, for one reason or another, was unable to land them. The process was being conducted the right way, he was using the assessment at the right time, and the first live interview was conducted properly. In an attempt to rectify his problem, I identified two issues with his final interview.