Driving sales is a non-stop process; every hour of every day your reps need to stay motivated.  As you know that’s easier said than done, for starters compensation is not enough you need competition and goals.

To create competition posting daily top ten lists is a good start but the lists are meaningless unless management pays attention and cares about them.  Location managers and district managers should review them daily and be sure to praise those that have moved up on the list and encourage those that have moved down on the list to move back up today.  These lists can involve more that just activations, all KPI’s can have their own list, or the list can be a combination of the KPI’s.

Consistent communication is another key to creating competition.  There should be multiple times set throughout the day when District Managers communicate with stores; a brief phone call updating the sales and issues that have come up.  We recommend 5 times a day; opening, 1pm, 4pm, 7pm, closing.  This creates continuous motivation as the manage never wants to answer the call to tell his boss nothing has been done since they last spoke.  Depending on your District Managers work load these updates can be done as text messages and the phone calls are only required occasionally if something is out of line or additional motivation is needed.