BEST PRACTICE: Motivating marketing staff

It is well documented that many motivation programmes fail because they are targeted at the top performers, the ones who already succeed. Not only does this bypass the middle 70 per cent, who could be girded into further action, but it gives that group even less reason to try harder - Bill Smith always wins, so what's the point?

Jonathan Haskell, CEO of Michael C Fina, says "Companies need to come up with a system to inspire, empower and motivate those with that attitude. By doing things on a daily basis and having a constantly revolving league table, when one employee performs on a day when another does not, they can see they have done well. The second employee may be the most consistent annually but not by the week or the day."