How HVAC Incentive Programs can Increase Sales
For years, HVAC companies have relied on HVAC incentive programs. When used correctly, they motivate staff to put up their best efforts in the areas of service and sales. There has never been a better to start a sales incentive program. Especially since there are a wide variety of options to choose from. A well-executed HVAC incentive program can boost sales by 25% to 44%. But how do you turn these figures into reality?
You have to choose what’s best for your team. It’s a matter of what kind of sales incentives will drive your HVAC employees to keep selling. How do you create a program that will motivate your entire team?
How to Structure an HVAC Sales Incentive Program
Starting an HVAC incentive program needs a plan. Running a strong incentive program that works is not an accident.
HVAC companies will find themselves spinning their wheels in the absence of a data-driven and analytical approach, as well as a significant amount of buy-in from within. If you don’t have a solid plan to follow, developing an HVAC incentive program will consume a significant amount of your time and effort, and you won’t have much to show for it. Even worse, you won’t be able to receive the results in terms of income that you desire from your employees. Here are 4 steps to build an HVAC incentive program that will work.
- Planning and goal setting – Know your budget and your target.
- Employee consultation – Involve employees as early as possible. Getting employee insights during these meetings builds excitement, interest, and morale.
- Test run – Just like before buying a car, test the program to make sure it works.
- Gathering feedback – It’s a good idea to ask your employees what they think about the program, and then readjust it to suit their needs. Show them how you value their input and are committed to creating a program that fulfills their needs.
The Most Popular HVAC Sales Incentive Plans
Determining what sales incentive plan you should choose to meet your business goals can be exhausting. To help, here are some of the most effective HVAC incentive plans you can try:
Customized or Role-specific Incentives
This empowers employees to play to their strengths, just as different sales approaches do. An HVAC employee who focuses on closing deals has different objectives than an employee who prospects. Running multiple sales incentive programs for different sales rep types may be the ideal strategy for a team.
Presales Incentive
Keep your employees motivated and engaged throughout the sales cycle. Recognition is given to those who have achieved a specific level of success. HVAC employees might get increasingly larger incentives as a result of their efforts during the course of the sales process, which could last for several phases.
Omnichannel Incentives
Though online sales are becoming more and more popular, nothing can replace the soft skills of an actual HVAC sales employee. Employees can listen to customers’ demands, identify trouble points, and cultivate connections. Using omnichannel incentives in the right way encourages sales representatives to view digital channels as a resource rather than a threat. This type of incentive recognizes employees for their contributions to the overall process.
Employee incentives are important too – High wages aren’t the only thing employees want. These days, employees want opportunities for professional development, recognition, and rewards. Learn more ➞
Ideas to Incentivize HVAC Employees
After planning and deciding which HVAC incentive program is more beneficial to your company or team, here comes the most exciting part which is the actual incentives! There are two main options to incentivize your HVAC employees:
Monetary
Involves actual cold hard cash or cash equivalent like gift certificates. It can also be in the form of employees’ discounts, bonuses, or benefit plans.
Non-Monetary
This can be extra PTO or special parking spaces. Entertainment like a sporting event, concert tickets, a spa day, or even dinner or lunch with the company executives.
Regardless of the plans or types of incentives you provide for your HVAC employees, one thing is certain. People stay when they are happy and feel important. HVAC incentives programs don’t just grow sales. They raise your employees’ morale and grow with your company.
