Sales Incentives

Have your past incentive programs delivered disappointing or questionable results?

Sales incentive programs under perform or fail simply because money is not the key factor motivating sales people to achieve results. The problem is that not all sales people are motivated the same way and as a result, not all incentive programs work effectively.

Why is it that money incentives work sometimes and other times they fail dismally?

Firstly, many compensation and incentive systems are too complicated. They are so convoluted that they create confusion, frustration and even disincentive.  Every sales person just wants to do a quick calculation in their heads after making a sale to see how much money they’ve just made. 

The other problem is that the incentive tends to drive only those that are driven anyway. So you end up paying for production you would have had in any case. The key is to light a fire under the under-performers. This requires more than simply throwing money at the problem. If the idea is to use the incentive to drive behaviour, then the program must be individualised to meet the needs of each of the players.

A well packaged incentive must also include:

• education
• competition reward
• recognition
• ongoing support  

The McKenzie Salestutor® Program can help you create an incentive program that will drive both the group and the individual sales effort.  Contact us now for more information.