Motivating trade show staff

Motivating trade show staff

Motivating Trade Show Staff To Make Them Exceptional

Encouraging and your employees to work as trade show staff, and motivating trade show staff, can be a monumental task. Chances are that many staff don’t wish to attend, don’t know what’s expected of them at the show, and will feel out of their element. In fact, the most simple trade show tasks are foreign to all but the most confident salespeople.

Knowing how to properly stop and engage a prospective client, where to stand in the display area, conquering fears of rejection, and mental and physical exhaustion are all hurdles faced by novice exhibit staff. Although proper training can address most of these issues, the fact remains that many employees don’t want to attend the trade show in the first place. So are there some simple ways of motivating trade show staff? How do you motivate your staff to attend? How do you create a positive, fun and productive environment while working at a show? Consider the following suggestions to overcome sales reluctance at trade shows.

Support from top management is a key contributor to the success of trade show sales prospects. Managers who attend the show, assist in the exhibit, participate in training programs, and contribute to the pre-show and post-show activities will generate more enthusiasm and positive reinforcement within the company.

You may wish to consider hiring an outside consultant to introduce new and revitalizing approaches to team spirit and morale boosting. Establishing teams prior to the show is a great way to develop trust, and get better acquainted with each other’s strengths and areas of expertise. Encourage your teams to create their own action plans for working the show. Ownership of these plans fosters a level of independence within the teams, and may promote some friendly competition among the teams. Prizes can be awarded to the team that generates the most, or the best, leads in the morning or afternoon, each day of the show.

Or try designing a contest with a tiered reward program, with the lowest reward capable of being achieved by every booth staff member. For example, award a desirable gift for achieving ten qualified leads, with a bonus for twenty, and so forth. A tiered reward program allows your staff to set their own goals, and takes advantage of people’s natural competitiveness.

Also consider rewards for lead generation at the show – with a percent of commission on successful future sales. This raises the importance of balancing lead quality with lead quantity. Companies may want to offer preference to the products and services with the highest margins.

Each person has different priorities when it comes to personal motivation: be it financial, personal recognition, rights to boast, or other bonuses. Managers who are familiar with the individual staff personalities will know what motivates each individual. Studies indicate that the power of personal recognition still ranks very high. For those who are motivated by other bonuses, consider a gift certificate for a fancy restaurant, an extra vacation day, a new television, or a weekend for two at a luxury resort. Rather than cash, which is quickly spent and forgotten, these types of rewards can create lasting memories for your staff. Ten years from now your employee will still talk about the fantastic getaway weekend that he/she won through hard work and perseverance at a trade show.

With proper training, team-building activities, and an effective rewards program, your company can create a positive and fun environment for staff that will improve your overall trade show results. Company staff can be inspired to attend trade shows, take pride in their accomplishments, and be rewarded for exceptional performance. The fact is that motivating trade show staff is really not a lot different than motivating your employees in a general way.