How to Encourage Your Sales Staff to Create Greater Profits for the Company

Marlon Mai July 25, 2014 2 mins read

Sales staff are of unquestionable importance: they are the driving force behind an enterprise and serve as a barometer for the enterprise's prosperity.

Therefore, any enterprise who wishes to promote their overall success must consider how to stimulate the productivity of their sales department. 

Additionally, in order to ensure the efficient allocation of financial incentives for sales staff, an enterprise must devise a dynamic, management scheme for bonuses and penalties that is adaptable to the enterprise's development. Enterprises may adopt the following specific measures:

1)Increase the specificity of surveys and statistics collection. For example, a enterprises may establish a series of sales objectives for which sales employees would receive a fixed cut.

2) Increase the transparency of company policies. This is especially pertinent in regards to salary policies, which need to be extensively standardised. An effective way of doing this is to draw up highly specific clauses, such as a clause that states that sales staff must not manage transactions without prior authorisation.

3) Enterprises must consider the necessity and the particularities of sales management. They must amend any existing (and prevent any future) omissions and flaws in their management systems.

4) Management systems need to be thorough and standardised. For example, sales accounts (in particular, the revenue of the sales staff) must be conducted via banks (including online banking), and not via cash.

5) Salary bonuses need to be personalised. Also, enterprises should develop programs via which they may cultivate and educate their sales staff.

In conclusion, the standardisation and implementation of various management systems is beneficial to an enterprise's development. Correspondingly, a "sales staff salary bonus system" is an effective way to solidify an enterprise's management.

Marlon Mai's picture
Managing Director | Finance & Accounting, IT, Sales & Marketing Recruitment
mmai@morganmckinley.com