Lesson in Motivation

  • Aug 23, 2005

It’s no secret that online training can increase employees’ sales power and effectiveness. However, getting them to participate isn’t always easy. Microsoft discovered incentives could make a tremendous difference in motivating its licensee resellers. The software giant used flashlights and pens to introduce a rewards program that included online training. Statistics showed those who completed the education enjoyed sales that were 30% to 300% higher than those who didn’t.

Salespeople received a small reward, such as a carabiner flashlight keychain, for completing each phase of the online course. As recipients sold more licenses, they earned points toward more luxurious items such as camping equipment and leather jackets.

Microsoft’s investment paid off an incredible 40-1. More than one-third of eligible staffers participated, with sales soaring 50% higher for two consecutive quarters.

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