Perk AvenueThere 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 ofMotivatingToday'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 Groupin 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.