Accountability
What methods have others used to motivate when there is only one admissions rep?
Hi Janice,
There are still many things that can be done with a team of one! Reps tend to naturally be competitive--continue to have the contests and if he/she meets the goal the still get the prize. Continue training, status meetings, etc--their motivation needs to come from you pushing them and that they can always do one step better.
When only one marketing rep is available or designated it is often useful to train another person (as back-up) and to use them during busy periods. In our school we have often designated back-ups to fill these roles as necessary.
With the exception of one of our campuses having more than one rep, our several schools utilize the Monday morning motivator that involves not only the admissions rep, but also the financial aid officer. We never look at the admissions rep as being one person...it takes the FA officer to make a winning admissions "team." And, it is this team that is recognized for its efforts.
tie to bonus or compensation?
Dana-
Definitely bonuses can be powerful motivational tools. Have you had any specific successes with structuring bonus plans in this situation?
Our school has only one rep so we have had to train another individual as a back-up as you have suggested. I like the idea that someone else has suggested on another posting of considering the Financial Officer as part of the team as it truly does require both efforts to make a winning team and doesn't make the sole rep feel as if he/she is out on an island all alone.
Asking your rep to be accountable for each lead they receive. Follow up with them on conversion rates weekly and monthly. Reward the rep for any and all improvements.
