The power of sales force incentive

Sales force Incentive

Using sales force incentive is one of the most tried and tested methods of increasing performance. The best thing about it is that it actually works. People in sales force are motivated by factors like competition, and being rewarded and recognized for better performance.They also want to reap higher benefits for doing more of what they love- and what they are good at. So you should definitely employ sales force incentive as a method to increase your sales.

Your incentive for the sales force should be concentrated on precisely defined objectives- these could be generating X amount of dollar sales or getting X number of new accounts. The goals could also be of less quantitative nature; such as of launching new products or tapping into a new business territory.

Incentive and Incentive management

But you will need to properly plan it out because poor incentive management can stop you from achieving your desired goals. After you have clearly defined the area of performance for the incentive, you need to decide how easy or difficult should it be to achieve it. The trade-off is that if you make the requirement too hard, it becomes unattainable (and therefore, demotivating) and if you make it too easy, it doesn’t produce a positive ROI (Return on Investment).

Also, the incentive don’t have to be strictly monetary- they could be company-branded merchandise or fun team building exercises like the Good Company’s 2cv rally. Utilizing the latter method, you can kill two birds with one stone- give out incentive and meet other company objectives like promotion or team building.

With effective incentive management, you can unleash the power of the sales force incentives and start maximizing your business profits. 

 Learn about the 5 good reasons to use a 2cv rally for your incentive

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