How can you incentivize outside sales during economic downturns?

2 Offer flexibility and choice

Outside sales reps value flexibility and autonomy, especially when they have to deal with unpredictable situations and changing customer expectations. You can incentivize your outside sales team by offering them more flexibility and choice in how they work, when they work, and what they earn. For example, you can allow them to choose their own schedule, territory, or quota. You can also offer them different types of rewards, such as cash, commissions, bonuses, gift cards, or experiences, and let them decide how to allocate them.

3 Provide recognition and feedback

Outside sales reps often work remotely and independently, which can make them feel isolated and disconnected from the rest of the organization. You can incentivize your outside sales team by providing them with regular recognition and feedback, and making them feel valued and appreciated. For example, you can celebrate their achievements, acknowledge their challenges, and thank them for their efforts. You can also give them constructive feedback, coaching, and support to help them improve their skills and performance.

5 Adapt and adjust incentives

Outside sales incentives are not static and fixed, but dynamic and flexible. You need to monitor and evaluate the effectiveness of your outside sales incentives, and be ready to adapt and adjust them as the market conditions and customer preferences change. You also need to communicate and explain any changes to your outside sales team, and solicit their feedback and input. By doing so, you can ensure that your outside sales incentives are relevant, realistic, and responsive to the current situation.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?