8 Elements that Make Sales Incentive Programs Tick

Properly structured behavioral-based reward and recognition programs produce measurable results, especially in sales organizations. Structuring an incentive program that will be meaningful to all age groups, regions and cultures is challenging, but worthwhile.

No. 1
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Emotion

What is the mood of the organization?
Are the salespeople engaged in the process?

No. 2
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Buy-In

Involving program participants will increase enthusiasm for the program and will take the guesswork out of the reward selections.

No. 3
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Communication

Decide how you will provide communicate the objectives of the program, and the frequency with which you'll be providing updates. Millennials in particular require frequent updates.

No. 4
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Feasibility

Involving program participants in the planning process will help ensure objectives are feasible and that you’ve identified all of the necessary resources.

No. 5
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Work Utiltiy

Each participant will need to understand their role in the process and make the judgment that the rewards are “worth it.”

No. 6
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Management Support

You must have top management support or you risk the attitude that “this too shall pass” as just another temporary initiative.

No. 7
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Employee Capability

Is the salesperson capable of reaching the objectives? Do they have the necessary skills or will they need additional training?

No. 8
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Analysis & Feedback

At the end of the program, go over the results with your participants and solicit as well as provide feedback on the program results.

Is your sales team keeping you up all night? It might be time to overhaul your sales incentives. Worry over high turnover and poor performance prevent many sales managers from getting their beauty sleep. Don’t let that happen to you.

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