How can sales staff be incentivised to cross sell without the use of money?
Ok just what the others have siad is true, but there is one major fault and that is money. Sales people always want to work harder to out perform there peers. Now you dont need to throw large amounts of money at the situation. Alot of companies put the cross sell contact to sales ratio into there performance bonuses. If you take a peanut from a sales person he will always want to learn how to get it back and how to do two times better just to show you he/she can. Remember each person has natural traits and not everyone is motivated by contests or polls. But everyone that is in sales is going to be very aware if a performance bonus is affected and they will adapt very quickly to keep it.
