Perk Avenue There are plenty of ways to motivate reps to stay on the path to success, even on a budget.

Perks are a compelling way to encourage your staff to keepsmiling and selling-a little way of saying "I appreciate yourwork" that goes beyond salary and benefits. "Pay andcommissions are expected, but perks are special. Perks are tangibleevidence the organization recognizes that an employee went aboveand beyond," says Lin Grensing-Pophal, author of MotivatingToday's Employees (Self Counsel Press). Grensing-Pophaladds that perks "can help employees feel valued by theirorganizations, which, in turn, can lead to higher productivity,improved morale and loyalty." For smart, low-dough ways toshow your sales force the love, keep these tips in mind:

• One size does not fit all.When it comes to sales incentives, one person's perk may beanother's pile o' junk. An ill-selected"perk"--for example, giving a steak-of-the-monthsubscription to a vegan--won't get the job done right. With asmall sales force, there's really no excuse for not knowing theperks that will motivate your sales pros to keep moving. "Oneperson might respond to fresh flowers, another to tickets to asporting event, another to dinner with the boss," explainsGrensing-Pophal. If you're clueless, poll your sales staffabout what would really float their sales boat.

• Let creativity flow. Asales rep may yawn over another pen or plaque but be thrilled byfree movie tickets. "Allow your imagination to run wild,"says John Naples, president and founder of sales training companyEncoreConsulting Group in Santee, California. "Avoid dull at allcosts." Naples recommends offering monthly, quarterly andannual perks, starting with modest monthly perks and building upthe "wow" factor in quarterly and annual perks.

• Tie rewards to specific salesachievements. Salespeople respond to well-articulatedgoals, so they'll want to know exactly what it takes to getparticular perks. To keep reps motivated to go for the gold, RonCoxsom, president and founder of GME Consulting Inc., a sales training andconsulting firm in Nashville, Tennessee, encourages managers totrack achievements quarterly rather than annually. Coxsom believesmore timely tracking keeps reps invested in the process and willmake them more motivated for the big reward: "People need tobe guided-you can keep staff motivated all year long when you tieperks to an annual accomplishment."

• Simple gestures aremeaningful. Don't be trapped into thinking all perksmust have a monetary value attached. Some perks cost nothing. SaysGrensing-Pophal, "A handwritten note from the boss, a keyclient or a well-respected colleague can be veryeffective."

Never miss an opportunity to praise your sales staff when kudosare well-deserved. Consider leaving an effusive voice mail orwriting a laudatory e-mail. Additional low-cost perks includesponsoring a free Friday afternoon lunch, allowing a top rep topick his or her own schedule for a month, or granting a worthy repan extra "comp" day off.

• Make a deal. One way tokeep a rein on the costs of perks is to investigate bartering ortrade relationships, which can make larger prizes a possibility.Consider a trade partnership with a travel agency, for example, ifyou'd like to offer your hardworking reps getaways asincentives. Another way to offer no-cost perks is to keep in mindthe sales ego. You can make a salesperson's week by featuringhim or her in your company newsletter or granting an especiallycushy parking space for a month.

Kimberly L. McCall (aka Marketing Angel) is the president ofMcCall Media & Marketing Inc. (www.marketingangel.com), a business communicationsfirm in Durham, Maine.