David Cummings on Startups

Non-Compensation Sales Rep Recognition

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David Cummings

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Photo of Cormac O'Reilly, the Sales Guru.
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Sales are the lifeblood of most organizations and sales reps are an integral component of success. I love sales people as they are typically out-going, passionate, and easily carry a conversation. Yes, money is a primary motivator for sales people but it is also important to have non-compensation recognition. Here are a few of the ways we do that:

  • Hero of the month award voted on by other team members (any department, not just sales)
  • Mentor program for senior reps to help junior reps
  • Million dollar club (once a sales reps has sold $1 million in total recurring revenue)
  • Priority choice for tradeshows (e.g. shows in San Francisco are more desirable)

My recommendation is to consider ways to recognize sales people beyond financial remuneration.

What else? What are some other good ways to recognize sales people?

Comments

4 responses to “Non-Compensation Sales Rep Recognition”

  1. Michael Nourollahi Avatar
    Michael Nourollahi

    I definitely believe the second bullet point is the most important in terms of non-compensation recognition. By recognizing that they are skilled enough to mentor and/or train a new sales rep, you are letting them know you have the utmost confidence in their skill. A nice Vegas or San Fran trade show doesn’t hurt either! Great blog post.

    Reply
  2. Greg Alexander Avatar
    Greg Alexander

    There is one form of non-cash rewards more valuable than any. It is the best leads. The top reps should get the highest quality leads and with the most frequency.

    Reply
    1. David Cummings Avatar
      David Cummings

      Great point Greg. Providing the best leads is a perfect way to recognize the best reps.

      Reply
  3. Junior Gaspard Avatar
    Junior Gaspard

    Definitely agree with you that non monetary recognition drives sales reps. One other thing that I have seen work is giving those top reps a voice in areas that are important to the business
    (i.e. product roadmap). So having product consult with the top sales reps in a formal fashion or having legal meet with them quarterly to discuss biggest challenges to get deals done. It makes them feel like they are part of the company and that their impact is beyond just their individual deals.

    JG

    Reply

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