如何讓業務員發揮最大戰力？

企業高層總是在動腦筋想如何激勵業務團隊，特別是對明星業務員有很高的期待。但是，許多獎勵機制的實施似乎得到的結果正好相反。

以下是激勵你的頂尖業務員的好方法：

1. 拿掉佣金最高額限制。如果發放業務佣金有最高額的限制，那麼業務員就會在達到額度（quota）后，就停止再努力了。一旦你拿掉這個額度限制，你就會看到營業額可以提高，而他們也會更愉快。
2. 提供超額佣金比率。對於那些超越銷售目標值的業務員，提高他們更高的佣金比率。這樣尤其是能夠激勵你的明星業務員在旺季時加倍努力，因為他們可以得到比平常更高的佣金。
3. 多獎勵前幾名。設計出一套制度，使得有機會出現多名贏家，例如前三名，讓他們彼此之間發生互相競比的心態，並且可以防止贏家通拿，讓其他人失望的缺點。

How to make salesmen play their best role?

The top managers are always thinking about how to motivate the business team, especially the star salesmen. However, the implementation of many incentive mechanisms seems to have the opposite result.

Here are some good ways to motivate your top salesmen:

1. Remove the maximum commission limit. If there is a maximum limit on the commission, then the salesman will stop working hard after the quota is reached. Once you remove this quota limit, you will see that turnover can be increased and they will be happier.
2. Provide excess commission ratio. For those salesmen who exceed the sales target, increase their commission ratio. This will especially motivate your star salesmen to redouble their efforts during the peak season, because they can get higher commissions than usual.
3. Reward the top few. Designing a system that allows multiple winners, such as the top three, to compete with each other, and to prevent winners from taking advantage of each other and disappointing others.