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

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

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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.

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Ready to Relocate? Wilkerson Makes Your Move Seamless

When Brockhaus Jewelry decided to leave their longtime West Main Street storefront for a standalone building elsewhere in Norman, Oklahoma, owners John Brockhaus and Brad Shipman faced a familiar challenge: how to efficiently reduce inventory before the big move. Their solution? Partnering with liquidation specialists Wilkerson for a second time. "We'd already experienced Wilkerson's professionalism during a previous sale," Shipman recalls. "But their approach to our relocation event truly impressed us. They strategically prioritized our existing pieces while tactfully introducing complementary merchandise as inventory levels decreased." The carefully orchestrated sale didn't just meet targets—it shattered them. Asked if they'd endorse Wilkerson to industry colleagues planning similar transitions—whether relocating, retiring, or refreshing their space—both partners were emphatic in their approval. "The entire process was remarkably straightforward," Shipman notes. "Wilkerson delivered a well-structured program, paired us with a knowledgeable advisor, and managed every detail flawlessly from concept to completion."

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