Click to Print

Perk Avenue

There are plenty of ways to motivate reps to stay on the path to success, even on a budget.
August 1, 2003

Perks are a compelling way to encourage your staff to keep smiling and selling-a little way of saying "I appreciate your work" that goes beyond salary and benefits. "Pay and commissions are expected, but perks are special. Perks are tangible evidence the organization recognizes that an employee went above and beyond," says Lin Grensing-Pophal, author of Motivating Today's Employees (Self Counsel Press). Grensing-Pophal adds that perks "can help employees feel valued by their organizations, which, in turn, can lead to higher productivity, improved morale and loyalty." For smart, low-dough ways to show your sales force the love, keep these tips in mind:

Never miss an opportunity to praise your sales staff when kudos are well-deserved. Consider leaving an effusive voice mail or writing a laudatory e-mail. Additional low-cost perks include sponsoring a free Friday afternoon lunch, allowing a top rep to pick his or her own schedule for a month, or granting a worthy rep an extra "comp" day off.

Kimberly L. McCall (aka Marketing Angel) is the president of McCall Media & Marketing Inc. (, a business communications firm in Durham, Maine.