How to Ratchet Up Your Upsells

* Measure your sales results, but don’t overmeasure. “So many things can be measured, such as handle time, quality scores, attendance and so on,” Reynolds said, “but it’s best to keep your eye on the measurement that counts: sales results.”

* Structure a sales-incentive program that actually incentivizes your staff. Reynolds explained that the best incentives are easy to understand and pay out frequently. They reward the best performers while not rewarding bad performance.