Connect with us

Brainstorms

Setting Sales Targets? Give Them the First $50,000 on You

Nothing motivates like progress, even when it’s illusory.

mm

Published

on

guy holding coffee cup

Nothing quite motivates like the feeling of making progress, even if that progress is entirely illusory. Several years ago, the Journal of Marketing Research published a celebrated study that found customers will buy coffee more quickly when they are given a “Buy 12, Get 1 Free” card, but with the first two stamps already filled in, than they will when given a “Buy 10, Get 1 Free” card. When it comes to the targets you set for staff, could you do something similar? Give them the first $50,000 toward their annual sales goal “free,” and see if that feeling of momentum doesn’t spur them to shift into a higher gear of work.

Advertisement

SPONSORED VIDEO

When the Kids Have Their Own Careers, Wilkerson Can Help You to Retire

Alex and Gladys Rysman are the third generation to run Romm Jewelers in Brockton, Mass. And after many decades of service to the industry and their community, it was time to close the store and take advantage of some downtime. With three grown children who each had their own careers outside of the industry, they decided to call Wilkerson. Then, the Rysmans did what every jeweler should do: They called other retailers and asked about their own Wilkerson experience. “They all told us what a great experience it was and that’s what made us go with Wilkerson.” says Gladys Rysman. The results? Alex Rysman says he was impressed. “We exceeded whatever I expected to do by a large margin.”

Promoted Headlines

Most Popular