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.

I am sure if the staff have decent product knowledge they will always cross sell to maximise sales if they are of a half decent caliber!

Obviously commission is always a good incentive but as you said without money I would recommend implementing a sales league!!! Add all of your sales people to this and publish it each week, I know this would make me maximise every sale to be top of the league! it will also create competition and give ever one else an insight into how there colleagues are performing.

I really hope this helps! Just put it together quick but if you have any other Business development questions please feel free to contact me.

jamie.barker@ymail.com

Every sales organization I know about uses bonuses as incentives to sales people. Non-cash bonuses include products or vacation trips or event tickets. One thing I do know is that sales people as a group tend to be competitive, so contests (with all the attendant pom-pom waving and hype) seem to be effective.