We stereotype salespeople as being solely in it for the commission, but in reality the highest performers are often equally if not more motivated by the buzz of "getting the deal". For me, the buzz outweighs the money or even a doughnut!
In what has become a very difficult market for marketing or sales teams to generate sufficient volume of quality leads, it is easy to do what you have always done. But I would urge you to think differently.
Referrals are likely to be the biggest and best source of leads for you, so if you are not driving the behaviour of asking for referrals systematically amongst your team (including the C-suite who are always well networked) you should put in place a process for your team.
To leverage the power of referrals effectively your team will need to understand why referrals are so valuable, who to ask, how to overcome the self-limiting beliefs that are all too common, and how to ask and actually get one. Then you could suggest a team doughnut incentive if they ask for enough referrals.
02/04/25
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Thomas Coles