There have been a couple of articles in these pages in the past regarding how sales managers need to understand the individuals on their respective sales teams in order to deliver personalized motivation and incentives. This concept resonates with me as a person who has risen through the sales ranks and also as a people manager who has seen the results in action. Articles have appeared here and here because it is something often on my mind. The book Drive partly dedicates itself to the same exploration.
Getting this process 100% right and reaching perfection is like finding the pink unicorn, but the more one applies oneself into this process the better it gets.
With that said, here is an article that is original and well worth reading for those managing diverse salespersons. Written by academics and authors Christian Homburg and Sebastian Hohenberg of the University Of Mannheim in Germany this research piece addresses sales management, training and human resource departments and discusses motivation and incentive planning within different cultural environments, which is applicable at multicultural sales settings or for sales managers in matrixed and multinational organizations.
Bottom-line again: different people need different approaches and a one-size-fits-all approach is lazy and less productive.
*Things That Need To Go Away: “That Is How Our Incentives Have Always Worked And That Is How They Will Keep Working…”