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Reward and Recognition
By Todd Cohen
Reward and Recognition. The big “R&R" of sales. As a sales manager and individual contributor for many years, I am very motivated by the prospect of being rewarded and recognized. I love getting my sales commissions; we all do. It’s the best possible barometer of our success. As important to me as commissions are, being recognized in front of my peers and my managers has had an equally intoxicating effect as the dollars in motivating me. Recognition for a sale or some other more objective contribution, like doing a good job training or motivating, is very powerful and motivating. It is like filling up the gas tank!
I want to make several points. First, as sales professionals I expect that we are motivated by the “R&R” of sales. For many of us and I would think most of us, it is part of the DNA that we are wired with. Good. That’s who we are and no excuses are necessary! I have seen reps be embarrassed by this fact. Don’t be! It’s what makes us run for the orders and to make it happen. It keeps us moving and closing. Don’t let others make you feel bad that you have earned the money you do or because some don’t understand what we go through to deliver the revenue. Sales is hard. The higher the risk, the higher the reward. Be proud that you can do this thing called “sales”.
Second, as sales managers we are expected to balance how much “R&R” we extend to the sales teams. This means different things to different people. I have always strongly believed that the right successes need to be celebrated as often as possible. If, for example, a normally successful rep is under plan and having a bad year and gets a large breakthrough order, this should be celebrated. Do you not recognize this order because the rep is having a bad year? Do you negate this because the overall number is still not obtained? That’s a business decision you have to make. I tend to err on the side of recognizing and dealing with business issues in parallel and sometimes in the background. Some have criticized me for this, but the result has always been a rep that has worked a little harder and felt better about themselves and their job. That is like money in the bank. I had a wonderful mentor who taught me that being passive aggressive with someone’s recognition is dangerous and is a “lose-lose” proposition. There are many ways to recognize people for a job well done: A thoughtful email or a phone call makes all the difference; ask your manager to call and just say “thank you”. The smallest things sometimes get the largest returns. I wish everyone could see that! Companies that have entrenched sales cultures and value the sales function understand this and the results show on the bottom line.
Thirdly, I believe that we have to look for as much as possible to recognize and celebrate, without having it lose effect or value. There must be a balance struck here: If you recognize every order every rep ever closes, then recognition becomes devalued. Here is the key: Make a proactive effort to celebrate the orders that mean something to the rep, the team or company. If the team as a whole is struggling, then recognizing a significant order or other contribution is motivating to the team and the peer pressure to produce increases. In short, it stinks to not hear your name called.
Finally, recognition is FREE. It costs nothing to do and the return is huge. If you are not recognizing enough, you will see the effects and if you are doing it to much you will also see the effect. Thoughtful and balanced recognition is the benchmark we all strive for. Fill up your sales reps' tanks. You will get great mileage!
As always, let me know what you think...and Good Selling!
-Todd
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Todd Cohen recently presented to a group of Omnicare Clinical Research leaders on the topic of building a sales culture. Todd's thorough preparation for the meeting and his presentation were spot on to what we needed to energize our leaders about 'selling' our services, no matter what their role.
Todd's desire to understand his audience, his knowledge of the subject matter and his enthusiasm really showed. Meeting participants left the meeting referencing many of his points, and we continue to refer back to his advice in subsequent meetings and interactions. He really made an impact. I would highly recommend Todd as a presenter on this topic.
Mary Vila VP-Human Resources, Omnicare CRO -
Todd Cohen's program is WAY more than sales training! Todd instills a mindset and skill set that are far more powerful, meaningful, and lasting. His expertise - building sales culture - is about showing sales leaders at companies of all sizes how to multiply their sales effectiveness by harnessing the power of the entire organization and ALL its stakeholders in the pursuit of closing sales. Bigger sales. Better sales. More sales. THAT is the result of implementing Todd's strategies.
David Newman Marketing Speaker and President, Do It! Marketing -
Todd is the ultimate catalyst to grow a positive, highly-motivated sales culture within any organization. He's the perfect coach to build or strengthen teams. As a marketing professional, working with Todd was insightful!
Sue Watts Product Marketing, Shunra Software LLC -
Outstanding...very powerful! You came across well spoken, experienced, confident and most of all I felt like I wanted to hear more. I had no idea you were such a great inspirational public speaker with such a powerful message to deliver.
Russell Heid Manager, Deloitte and Touche, LLP -
I just read your whitepaper and found it to be the ABC's of successful selling. It applies to any selling and is an excellent paper! I will recommend it to my sales team for reading.
Mike McCann #1 Prudential Realtor in the USA -
Todd is as passionate about helping others as he is about selling. I would certainly recommend him for assistance in motivating others to achieve a sales objective, whether selling the value of a non-profit, any product or a service.
Craig Stabler Soliant Consulting -
Todd...is passionate about helping organizations build a "sales culture" that understands customer needs and develops an out of the box approach to the sales process.
Dr. Jean Wilcox, PhD Professor of Marketing, Temple University -
Todd is the consummate professional - his presentations are effective, to the point and entertaining. His demeanor is one of confidence that reflects years of experience and successful outcomes. He's also a terrific guy to work with.
Jerry Wolfe Partner, Nenko Advisors International -
Todd has an unusual combination of sales talents - he can sell (intangibles to the C-level? no problem here!), build and manage a sales department and train for success. Impeccable execution and classy style!
Dr. Janice Presser CEO, The Gabriel Institute -
I have worked with Todd and SalesLeader in connection with helping me to expand my client base. Todd readily wraps his mind around concepts and then uses that understanding to help you achieve your goals in an ethical manner.
Todd Ewan, Esq. Partner, Fisher and Phillips -
In a relatively short time, Todd has provided substantial value as both a sales leader and a personal coach. As a sales leader, he has proven abilities to bring a sales orientation to a technology startup business. As a personal coach, Todd constantly pushes to ensure that this entrepreneur stays focused on the things that will bring the company growth and results.
Chuck Sacco CEO, PhindMe -
I have known Todd for a long time and witnessed the results of his hard work, knowledge, and enthusiasm as a sales person, sales manager, and entrepreneur. Todd is results driven and is able to leverage his experience, knowledge, and professionalism to create, mentor, and manage winning sales teams. What is impressive about Todd is his ability to communicate to individuals and groups. I highly recommend Todd to anyone interested in improving their sales organization.
Reynold Guida Director of Product Development, Thomson Scientific -
Your seminar was quite an eye opener for me...Speaking for the Finance folk majority, your tips are invaluable.
George Daulerio Senior Finance Professional -
Todd is a sales visionary, a champion with a drive to connect with his customer and drive the performance of his sales team.
Oliver Picher Executive Marketing Consultant -
Just read your paper, it was great! Keep the wonderful info coming....Your work has helped me tremendously already! .... I have you to thank for that...
Chad Holland Independent Insurance Agent, AFLAC -
... your enthusiasm and passion for sales, marketing and networking is contagious!.....
Michael Hughes Executive Level Banking Executive and Adjunct Professor -
Todd, thank you for creating a wonderful resource for information to support professional services sales.
Mary Newman Search Consultant -
Todd succeeded in bridging the gap between a Silicon Valley start-up and an old-line 'white-shoe' firm, having the patience to lead us through a long sales cycle, building first a foundation of trust, before diving into features. He was always a welcome sight in the office. We found him to be consistently creative, personable and with the highest integrity.
Marco Parillo Senior Manager, IBM -
Todd Cohen is an extremely focused, hard working and intelligent sales manager.... He is a tireless sales asset and takes great pride in building successful, revenue producing sales organizations.
Jim Riely Owner, Brownstone Group -
Todd this is a very helpful site that really illustrates your strengths in Solution Sales.... I hope the industry will take advantage of your insight.
Jonathan Grant LexisNexis