These five proven principles of motivation will have every member of your sales organization playing the same song and well on their way to applause and encores…by John Farrell

A successful employee and sales-based performance improvement (PI) program is like an orchestra. Each section may play different notes and each instrument has its own sound, but all are united in a common goal.

Companies also have sections - marketing, a direct sales force, service and installation support, customer support and other critical constituencies - who need to focus on common goals.

Delivering outstanding corporate results requires an integrated strategy that targets all internal and external audiences. Motivation begins with setting goals for improved sales, service, and customer satisfaction. These goals must then be translated to each individual, department, region, etc. Often, five or more groups of participants must strive to achieve similar goals.

A critical component of goal setting is an ROI analysis. A performance increase forecast is needed to calculate the value proposition to the organization and the investment required to achieve desired results and provide meaningful rewards to those who accomplish their goals. This, in turn, guides five key program decisions: rules strategy, a communications plan, tracking technology, education support and awards and recognition.

1. Program rules must inspire. Participants in a performance improvement program will judge the quality of the program by the rules. They will ask, "What's in it for me?" and "What is required of me?" You must provide a unique and meaningful selling proposition customized to each audience segment. Be mindful of the costs of open-end and closed-end rules - your rules are your budget!

2. Interact with a strong communications plan that reflects your corporate image. Whether you use print, video, websites, flash mail or kickoff meetings, a consistent look and message at every organizational touchpoint is necessary. There is a direct correlation between communication frequency and program results. The more communication and promotion, the more aware, educated and inspired each participant becomes.

3. Use technology to track and connect with participants. Tracking is more than periodic progress/earnings statements. Tracking and performance progress is the umbilical cord linking individual performance to corporate performance. The more participants know about what they have accomplished and how far they need to go, the more engaged and active they become ion the program. Tracking also provides senior management with critical program information which will help shape future program details and often times uncovers organizational gaps.

4. Use education to power your program. Education is an important component of any successful performance improvement program. Elevating personal development, sales skills and product knowledge is a sure-fire way to establish a competitive point of difference, align business goals with a diverse audience, and increase performance.

5. Provide meaningful awards and recognition. Combined with the program components listed above, awards can make a far bigger impact than they would make alone. It's best to customize the offerings based on individual performance and the interests of the participants. A wide variety of award choices are available and research studies prove that non-cash awards - such as travel, recognition, award points and debit cards - generate greater program results then cash awards. In addition, the motivational and financial value of non-cash awards has far more meaning and impact on the individual and their family than cash awards.

Apply these techniques and every member of your organization will be playing the same song, and that creates the sweet sound of success.

About the Author:
John Farrell is the Senior Director of Client Strategy for Carlson Marketing Group - the world leader in Relationship Marketing. Mr. Farrell is recognized as an industry expert on the topic of relationship marketing and performance improvement.