Non-cash incentives can help motivate sales managers

09/22/2009 | Selling Power (free registration)

Companies that focus all their resources on keeping front-line reps motivated may lose out if some attention isn't paid to keeping those reps' managers motivated, too. Sales managers typically respond just as favorably to incentives as their salespeople do, and money alone may not do the trick: Non-cash incentives, including recognition, can be powerful motivators.

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