There is something powerful about the element of surprise. It has won wars and hearts.

          Advertisers know that, it is the unexpected, not the cliché or ordinary, that captures the attention of consumers.

But did you know that the element of surprise can be a powerful motivational tool with your sales force too?

There is an element of entitlement or deservedness attached to commissions, incentives and bonuses that are part of your deal upfront.

But on rare, warranted occasions, nothing is as powerful as an unexpected reward for effort.

          I learned the power of unexpected recognition from an early mentor of mine who, after a particularly grueling couple of months in a recessionary economy, handed me an envelop.

          “Wayne”, he said “Here are a couple of tickets to Sarasota, Florida and the keys to my condo. I know you’ve had a tough time recently, and I want you to know your efforts have not gone unnoticed.”

          To this day, I remember the impact of that surprise more than all of the bonuses and sales contests I have won over the years.  

          I’m sure my mentor didn’t realize that surprise gesture prevented me from accepting several offers from other broadcasters. Or, maybe he did!

          Sales contests and incentives are great, but the winner(s) expect the reward.

          On that rare occasion when you notice extraordinary effort, a small surprise reward can result in more staff loyalty and greater future performance than you might have ever imagined.