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How to Kick Your Sales Staff Into Higher Gear

Creating a feeling of momentum can often be enough.

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Follow the Progress Principle

Nothing motivates like the feeling of making progress, even if that progress is entirely illusory. For evidence of that, consider a study published several years ago in the Journal of Marketing Research showing people will complete a “buy 12, get one free” card faster than a “buy 10, get one free card” if two of the stamps on the 12-item card are already filled in. Perhaps you could leverage this principle in setting targets for sales staff Offering a portion of their annual sales goal for “free” might create a feeling of momentum the spurs them to shift into a higher gear.

Big Picture magazine has been serving wide-format printing professionals for more than 25 years, providing business-specific content to help boost bottom lines through its industry-leading magazine, website, email bulletins, Brain Squad and social media channels.

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