The implementation of an effectual incentive system for sales staff is a subject repeatedly requested on management training courses.

You are planning an incentive campaign for your sales team in order to win back a lost share of the market. The sales competition should give your salespeople the requisite motivation boost. The aim of the campaign (gaining at least one new client a week) and the participants have already been established.

Performance During my sales training workshops people often ask me for one or two strategies that will help them improve their overall results. Here is what I tell them:

Do a post-sales call analysis.

Every top performing sales athlete watches video-tapes of their performance after a game or competition. While it may not be feasible to record yourself during a sales meeting you can use this concept to improve your approach. Here's what you do.

Ask yourself three simple questions after every sales call, meeting or appointment.