Recognize Right Blog: Unlock the People Potential in Your Organization

During this down economy, I have been approached by several colleagues on how to increase sales.  The typical question I receive is “What is the fastest way to increase sales in our current economy?” This particular message was sent from the CEO of a mid-size company. During these difficult times, it is a whole different ballgame and you need to target your sales efforts differently.

Everywhere you look companies are slashing budgets, but you can still make the sale.  How do you handle that less than desired answer “We don’t have a budget for that.”  You want to make sure your sales people have the right focus.

According to the Harvard Business Review, “In a Downturn, Provoke Your Customers” (March 2009), by using provocation-based selling, they persuade customers that the products or solutions you bring to the table are not just nice, but necessary.  How do you change your existing sales force to this new way of thinking?  Recognize them for making the transition to the new desired tactics.

Here are 3 steps provided by the Harvard Business Review that you can do to ramp up your sales force.

1. Identify a critical problem facing your customer, something so large that the company will locate the funds.  Ask yourself “What is keeping the CEO up at night”?
2. Bring a new perspective to the problem; use research and brainstorming to create a new view for the problem.  For example, you are thinking X, and maybe you should be thinking Y.
3. Target the executive to lodge the provocation with someone that has the power to approve it.  Many of the executives you and your sales force have forged relationships with are no longer there, but you can motivate those new contacts by using provocation-based selling.

Of course, this approach is not going to happen overnight or be the answer to all selling situations, but it can shine a new light on age-old selling problems. It can get everyone thinking in the right direction.

No matter what your sales strategies are for 2010, it is most important to reward those sales people who are creating innovative solutions and those who break new sales barriers. Take a look at my white paper, “Impact Your Bottom Line Now, Build a Culture of Recognition.”  Creating a culture of recognition can and will impact your sales people by creating engaged and motivated employees.

What are your strategies to increase sales within your organization?  Does it include recognition? I would love to hear your thoughts.

Last week I attended the annual Motivation Show in Chicago. So you might ask, what’s new?  First off, I am truly amazed how the performance improvement industry is growing in this economy.

Many companies (mostly mid size, 4000+ employees) for the first time are seeking a rewards and recognition partner. These companies have been running programs themselves for years. Unfortunately, they never took the time to formalize their recognition efforts, and quite possibly, many programs were running throughout their organization at the same time.   Not only were results improperly tracked, ROI was not on target.  Talk about throwing money out the window! 

While good companies realize the importance of motivated employees, they are also looking for cost savings and value. Organizations are looking at what is being spent annually and are realizing a centralized recognition system would save thousands.  An experienced partner can assist with powerful online reward and recognition tools, allocating funds, budget creation, and ROI tracking.  Check out the 2009 Circle of Excellence Award winners.

Also, a variety of players in the marketplace are morphing and changing.  Many of those who specialize in years of service, travel options or trophies are now expanding their horizons.  Not only are they providing their existing products and services, they are now offering a more complete array of services.  Goes to show this marketplace is changing just like any other industry in this economy. 

Another interesting take away from the show was the huge impact of green and socially responsible award suppliers.  More green and socially responsible “products” are appearing as reward choices.  And the Gen Y group is the number one fan!

If you attended The Motivation Show, I would enjoy hearing your thoughts and feedback.

Next week I will be presenting at the annual Motivation Show in Chicago.  Together with our client, Wolters Kluwer Law & Business, we will discuss how our online recognition platform enabled this organization’s managers to motivate their team members to improved performance.

Five years ago, Wolters Kluwer was looking for a flexible and reliable recognition tool that could be used throughout their organization.  And we had the answer.

Cindy Burrows is a training and development expert with Wolters Kluwer.  During the case study presentation, she will be sharing her journey over the past 5 years of incorporating her vision of accelerating learning and adoption of best practices. 

How she got there was through engaging managers and sales reps.  They started with centrally designed incentives and then turned the reigns over to each functional manager. Post program assessments were required to evaluate ROI. One focus of their incentive was utilization of their CRM system. Her basic strategy was “use it” – and she was right; the more contacts, the more sales. She also wanted to focus on their call center metrics of increasing knowledge, customer engagement, and cross selling, while utilizing a points-based recognition system to reward those who exhibited these behaviors and made improvements.

During this presentation, I will be over viewing effective online recognition tools and how achieving improvement toward your goals (and more) is possible. If you can’t make it to the Motivation Show, check out the presentations online after the conference.

I would like to commend Wolters Kluwer on their utilization of recognition to get more of what they want and to get greater financial growth.

We’ve recently been awarded the prestigious Circle of Excellence Award from Incentive Marketing Association (IMA). I’m very proud of my team as well as my client for creating such a powerful recognition tool.

Just as a little background, the IMA Circle of Excellence Award recognizes those companies whose incentive and recognition programs most successfully motivate their employees or customers. Our client, Scottrade earned the top award for the Best Employee Recognition entry, Above & Beyond.

Scottrade wanted to maintain their “family like” culture.  They wanted a recognition program to make Associates feel respected and appreciated by their peers and by management. The Above & Beyond  program was created and designed to give associates at all levels the power to recognize their fellow counterparts via an online recognition platform.  The process was simple and the results are astonishing. 

Scottrade’s focus is doing what’s right and providing exceptional customer service. Perhaps that’s why they’re rated by Fortune magazine as one of the “100 Best Companies to Work For” in 2009 . They have a great culture.

You might ask yourself, what is the “culture” of your company?  If you feel like your company needs a better culture, especially if you’ve had a lot of recent changes due to the economy, try recognizing the BEHAVIORS and ACTIVITIES you want.  Make sure you recognize the things that support your core values and help you deliver your company strategies – i.e., increase market growth, innovation, or customer satisfaction. Did you know companies with a culture that is aligned to their business goals routinely outperform their competitors? Some studies report the difference at 200% or more.

In addition to driving business results, recognition and incentive programs grow employee culture – encouraging loyalty, engagement, and enthusiasm for the job. Undoubtedly, a recognition program is the most effective way in creating your company’s culture. In turn, you’re going to create a positive, fun atmosphere with engaged and empowered employees!

Does your existing recognition program reinforce your company culture? What do think should be done differently?