--- title: Recognition and Gratitude (A Note to the Sales Leader) | The Sales Blog description: "We tend to believe that the greatest levers we have to pull when it comes to improving salesforce performance are things like compensation structures and bonuses. And compensation is surely a critical component when it comes to building a high-performing sales organization. But there are two far more powerful levers: Recognition and gratitude. I Recognize […]" image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_101155477.jpg --- ### [Now booking SKO meetings for 2026/27! 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And compensation is surely a critical component when it comes to building a high-performing sales organization. But there are two far more powerful levers: Recognition and [gratitude](http://thesalesblog.com/blog/2012/11/22/be-grateful/). #### I Recognize . . . One of the most powerful forces in improving salesforce performance is to recognize sales people for their successes and their contributions. Too often we make the mistake of believing that because someone is doing the job that we don’t need to recognize them when they succeed. We think we don’t need to recognize them for their contribution. This is wrong. Human beings have a deep, inborn need to be significant. They need to know that what they do matters, that it’s making a difference, and that they’re contributing. #### Thank You for Your Contribution The second lever, gratitude, is equally as important. It’s important to say thank you. It’s important to express your gratitude for a job well done. It says that you notice, that you [care](http://thesalesblog.com/blog/2012/11/25/a-high-powered-application-of-caring/). It also tells the salesperson that you care about them as an individual, as a person. There are some people who are money motivated. They want a monetary reward for everything they do. A few don’t care about recognition or gratitude. But they are the exception, not the rule. The struggle with always using compensation and monetary rewards is that it begins a process where everything is done for monetary rewards. Things are done for [pride](http://thesalesblog.com/blog/2013/03/23/without-a-sense-of-pride/). Things are done for meaning. Things are done for [unit cohesion](http://thesalesblog.com/blog/2010/12/26/cohesion-is-a-force-multiplier-a-note-to-the-sales-leader/), because you’re part of the team. Like everything in sales and sales management, it comes down to balance. Is there anything wrong with monetary rewards? No, of course not. But monetary rewards should be part of the strategy that also includes things like recognition and gratitude. Absolutely. And if you’re ignoring these two levers, you’re ignoring them at your peril. #### Questions Are you relying too heavily on monetary rewards alone? When was the last time you recognize someone for the excellent work that they did? When was last time you said thank you to an employee for doing a job well.? How important is it for individuals to feel significant what affiliative make a contribution? Find three people to recognize and three to thank this week. ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on June 9, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. 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Learn how to make those tough decisions, hold yourself and your team accountable, and build a legacy with How to Lead: The Leadership E-Book. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/d345d648-812a-428a-81e4-53ce30822212.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d345d648-812a-428a-81e4-53ce30822212) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:27:39 PM", "datePublished" : "2013-06-09 20:23:09", "description" : "We tend to believe that the greatest levers we have to pull when it comes to improving salesforce performance are things like compensation structures and bonuses. And compensation is surely a critical component when it comes to building a high-performing sales organization. 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