One of the most thankless jobs in sales is the day-to-day retailing activity by the front line salesmen. The most intriguing part of the process is their self motivation of the salesman. The daily package of the beat, outlets to be covered, product detailing, schemes/offers, objection handling and productivity are points which is a “must do”

As a superior working with the salesman (RSM and above) we can guide and correct the sales person but what can we do to appreciate their work for the day? Besides a “pat on the back”

Carry “appreciation gifts” when you travel - example: branded medals with your company logo or company branded merchandise signed by the sales head. WHY? The day you work with the sales person in the market handover the medal / gift in appreciation of his work followed up with a letter when you get back to your base.

Appreciating his work for the day, this could be

• Well displayed company products
• Good range selling
• Very good relations in the market
• Very good communication and convincing power of the salesman.
• Good utilization of POP/POS material
• Well maintained retail outlet purchase data
• Well maintained dealer books showing all purchase records of the retailer.
• Productive calls made for the day (ie way above average)
• Showing the product folder and explaining each sku to every outlet.
• Showing his initiative to add skus in the outlet
• Showing his initiative to add new outlets while working in the beat.
• Initiative in trying to “up-sell” thereby increasing secondary sales.

 These appreciation gifts go a long way in their continuous motivation to improve their standard of performance, and the word spreads to other salesmen who also gear up and try and do their best to keep their market spic & span for their senior visit. This is a good tool for motivation and retention of employees.

The gifts don’t cost much but gives the salesmen a sense of pride and belonging to the company they work for…….

Happy Selling !!!!!