Treat good buyers as corporate heroes.
If a salesperson closes a huge deal, word quickly spreads and s/he is hailed as a hero. The same ‘hero’ treatment can be given to employees who make great buys. For instance, if a staff employee negotiates a lease or a service contract that reduces the company’s operating costs, that deal might have a more positive long-term effect on the bottom line than a one-time mega-sale. And yet, that stellar effort often goes unnoticed and unheralded. Let’s change that!
If you recognize and honor people for negotiating great buys, your employees will not only learn from them, but will take pride in emulating them. Everybody wins.
Adapted from On Negotiating