When building a non-commissioned sales team for your law firm it is important to know how to use other reward systems to keep them motivated. Here are some tips that can help you and your firm with this situation.
Hiring the Right People
The first place to start when hiring a non-commissioned sales team is with who you are going to hire. Since the goal is to keep the team motivated without commissions here are some qualities to look for in your prospective hires:
- Making a difference
- Motivated by helping others
- Internally motivated
A good way to learn this about a prospective hire is to have them take a personality test as a part of the hiring process.
How to Reward Them
When setting up your reward system for your sales team consider all parts of their job and not just their sales performance. You can do this by applauding their good work with admin tasks, communication, attendance, and so on.
It is also important that they feel like they are a part of something bigger. You can provide this by having regular team meetings where they can feel included. This is particularly important when you have a remote team.
Another way that you can keep your team motivated using financial gain is to set up a compensation plan. In this plan you start every new employee at a base salary and set up regular reviews every 4th payment cycle. If the employee passes the review they then get a small raise. The review should be comprehensive of all aspects of their job, including:
- Administrative Work
You can do this 4 times, resulting in a 40% increase in their salary in 8 months. You can maintain the motivation by knowing that if they keep up their good work they are 2 months away from another raise. This system would allow new employees to create good habits and get a more long term view of their finances.
When the employee can see the long term benefits of performing well as a part of the sales team it also promotes retention as they can set financial goals for their future.