When working with my business owner and sales leadership clients, we’ll do a periodic review of their comp plan to make sure that we’re on track with our objectives.
Sadly, most of these plans aren’t served up with a side order of “Atta boy” or “Atta girl”.
Some flat out tell me that if the money and perks they throw at them isn’t enough, they should put on their big girl panties and go somewhere else.
Others tell me that it isn’t fair to recognize only the sales department to which I typically offer a rather blunt “No sh*t! Feel free to start appreciating the rest of your team too!”
Writing the check is the easy part folks . . .
Taking the time to show sincere appreciation is where many of you are dropping the ball!
Oh, and let’s get something straight . . .
Don’t misinterpret what I just communicated as an invitation to relinquish your power by kissing your sales rep’s ass . . .
It’s simply an invitation to enhance your power by having a team of people who know their work is appreciated . . . beyond the check!
Your Turn . . .
Sales Reps: How important is it to you that you feel appreciated?
Sales Leaders/Business Owners: Please share with us how you show appreciation to your team; beyond the check.
Funny you should ask. I love this little blurb you shared because frankly, I expect to be paid well because I do a great job for my employer(s) or clients. The amount of satisfaction and appreciation your team feels, has nothing to do with money and everything to do with you showing them that you really appreciate their contribution to the company. It’s no surprise that the prevailing attitude is if the paycheck isn’t enough they can go elsewhere. Just take a look at all the sales folk’s LinkedIn profiles and you can see by their avg 18-24 months at each job they’ve had, that appreciation isn’t company policy at most companies.
Yep and yet appreciation costs us nothing!
Thanks Jerry!
Sales people, like everyone else, need to feel good about the job they
do every day. Not every day is going to be a day where you close a
deal. So receiving feedback, advice, direction, and praise for doing the little things that lead to success can be just as important as compensation.
Couldn’t agree more!
Thanks for weighing in!
I don’t know anyone, regardless of their job description that doesn’t want to feel as if they are valued. That feeling goes way beyond a paycheck. The onus is certainly on me and my fellow sales staff to perform well, but I think it goes without saying that greatness is achieved when we feel as if we’re working for more than just dollars and cents.
Very true Beth!
Thank you!
Great point, Paul. I’m in the role of Inside Sales so my job is to fill the pipeline for my assigned Rep in the field. It sure feels good to get a pat on the back once in a while! And I would agree that the lack of appreciation as part of the work environment is a BIG reason for the excessive turnover in Sales. It’s tough work and it needs to be recognized, especially since it drives a good bit of the revenue!
I dare say I was happiest in the job I was paid the least at, but knew my work and the effort I put in was valued. Just a shame I had to leave for the wages. Has taken over 10 years to find that job satisfaction again, and that’s only now I work for myself lol! 😉
In my church group discussion this morning we talked about encouragement. Encouragement is not management’s job, or support’s job, or sales’ job, it is everyone’s job! If you feel you aren’t getting enough encouragement from those around you then look and see how much encouragement you give to others. It is one of those things that you get back when you give! By the way Paul, great topic today! Thanks for sharing.
What’s the use of a high salary if your work is not appreciated? Let’s just say that, money is our number one need. Without it, everything will not function. But, it is also important to be appreciated for what you worked hard for. The value of money cannot buy the effort and happiness of a person.
Well said Catherine!
Thank you!