AAM Minute: Business Development
Nikki Burgeson, Director of Sales, Rehmann
Recognition is the great motivator for salespeople and practitioners alike. Sales incentives are distinct from employee recognition in that earning a larger paycheck (incentive) is but one way to reward performance. Top performers expect to be recognized and applauded for their hard work.
A few ways we recognize success for our BDEs Rehmann:
- Since our goal is to drive growth, the behaviors in the middle like involvement, activities and tasks are recognized regularly. Is the pipeline full? Great job! Here’s an activity bonus for you.
- Gift cards are an easy and quick thank you for a job well done.
- A personal, hand written thank you note.
- The greatest reward for BDEs is the firm’s integrity in standing behind the commission program after the sale.
A few ways we celebrate wins with our CPAs:
- A formal referral and sales incentive program that recognizes performance. For top performers, this program contributes to associate advancement in the firm.
- Team recognition via email and phone calls (in person when possible) from the top of the firm.
- Recognition and celebration at department, industry and other meetings.
- We ask that recent wins be shared at practice growth meetings so that all may learn from the success. (Side note, also great recognition!)
- SPIFs (Special Performance Incentive Funds) on specific opportunities. These change regularly, depending on accounting changes, law changes, etc. and are rewarded with double cash incentives and drawings to win travel.
While our firm excels in recognizing members of our team in many different ways, I will always remember one specific expression of gratitude that I received for a big win. The CEO walked into my office, shook my hand and simply said “thank you” and explained to me why my recent win was so important to the firm. While this simple recognition may seem small, it is a moment of celebration that I will never forget.
About Nikki Burgeson
As the Director of Sales and Business Development at Rehmann, I utilize 20+ years of experience in sales and leadership to help drive the overall growth of one the largest professional service firms in the country. In this role, I am responsible for strategy development, leadership of Rehmann’s business development team and spearheading the Firm’s sales culture integration efforts by aligning skills, talent and technical expertise of business advisors with new clients to ensure that they are receiving the best service possible. I have an inherent ability to connect people and a passion for driving growth that make me a key player in setting the standard for business development in the professional services industry.