Arms race to retain the best salespeople Travel, training abroad and make exclusive gifts incentives battery companies seek fuel the productivity of your sales force and gain their loyalty The stiff competition among firms nested importance of top talent. The golden rule also fits with business profiles, which registered a high demand for local , conscious of the need to increase productivity in a more competitive environment firms. The numbers support this trend. The Commercial and Marketing ( 11.9 %) was the second most job applications concentrated between October and December last year, behind only the Administration and Finance (13 % ), revealed the Labour Market Monitor , produced by the Advice consultant . In tune , commercial management was receiving more job applications, like the supervisor of sales among middle managers. Not surprisingly to those skilled in sales colloquially defined as rainmakers ( rain makers ) in the U.S. , referring to the old tribal shamans , capable of causing rain to get better harvests , here, sellers are those who make it rain revenue companies . In this scheme, the retention or acquisition of sales experts became such a crucial and complex task. Getting good sellers is the most challenging tasks for companies that are dedicated to connecting businesses and people , he summarized Federico Muttoni manager Advice. The good are you loyal to their companies , are very spoiled , he added . For Juan José Caorsi , vice president of the international consulting Inmark , and teaching in the business school ISEDE good sellers are always succeeding so it is difficult to attract them. The economic stimulus is key. Sellers often receive a salary composed of a fixed part and commissions. In the local market , a sales executive earns between 60% -75 % of fixed salary and the rest in variably. In fact, that profile earns a fixed minimum of $ 21,800 liquid and a maximum of $ 55,000 , according to the report PayScorecard of Advice. teams motivated In the 1990s , the Wolf of Wall Street (as christened the excorredor bag , Jordan Belfort ) , whose extravagant life was embodied in the film by Leonardo Di Caprio , appealed to much more than the power of money to encourage your host of brokers to achieve higher sales ; harangue each other than motivational - generating wild enthusiasm holidays occurring in the office, was able to convince even the most reluctant . The truth is that the sellers motivation stimuli , not material , that reinforce the link with the company listed . Locally, Sancor Insurance launched February 1st championship sales targeting their brokers , in which the first five will be awarded a trip to Brazil with global expenses paid to see matches against England Uruguay and Italy , plus the team jersey signed by the players. The important thing is that it had to be something to which the person could not access on their own , explained Nicolas Barreto, chief marketing Sancor . In fact , the multinational spent $ 35,000 in the prize. Tournament involved nearly 1,000 runners and will last three months. The results will be published every month except April, when updated every 15 days. Another insurance firm , AIG, rewards brokers who sell more policies of the company and travel vouchers . Also rewards them with training courses abroad, in places like Miami paradise where work and pleasure is combined . With these actions comes a plus for us, even in the event interaction gives you proximity to the corridor , said Marcelo Lena , commercial manager of the firm. In addition to achieving the set business objectives , incentives to help retain the sales force . 60% of the directors of Tupperware Brand Nuvó to have at least two years in the business, noted commercial director , Ivanna Bresso . Recognition for top performing advisors (the company uses the direct selling system independent ) has a lot to do with that loyalty. The company gives away products to their best selling home but even more significant annual gala at the Conrad hotel that entertains Nuvó the most prominent directors. At the ceremony, the honorees are distinguished by their performance , plus enjoy the ammenities of the hotel. Sell playing A new motivational techniques seller was incorporated gamification , imposing the challenge of the next level in exchange for badges or points. The company implemented software DYNAMIA game dynamics to promote their sales , based on the comparison between the current volumes and projected estimates. The proposal, shared between different areas of the company , assigned levels ranging from bronze to platinum (Ascending ), according to sales. When the time came we found that we had reached the gold level and we were very close to platinum. Even ( employees ) wanted an extension of a few days because they had faith to get it , but the game was over , just achieved a great performance , assessed Rodrigo Vilar, COO of the company. To Vilar, gamification can be a very useful tool in both encourage healthy competition, one that pushes the company forward , and does not play a war to destroy the other. However , just not enough to innovate . Experience shows that motivational tactics must be adjusted to the different profiles that make up the team: from the sellers star at the laggards, raises an article from the Harvard Business Review, July 2012. Caorsi estimated that these resources are effective insofar as they are part of a larger gear , where the principles of the sales organization are aligned : planning ( addressing the market and targeting) , the organization in standards activity , recruiting and selection ; routing ( leadership training and sales force ) and management control . This is crucial , says the expert , especially during the first months of a salesman in a company , when in a less harmonious environment may lose confidence in your ability or your future if you do not see a career plan or adequate leadership of their chiefs . With these variables in tune improves efficiency and grow their merchant loyalty : People tend to stay because he is doing well , is making money , learn and grow , topped Caorsi .
Posted on: Fri, 14 Feb 2014 11:18:38 +0000