Corporate sales incentives: Simple rules for success

I read about corporate sales incentives whenever I can and occasionally the words “the results were disappointing”, “the incentive was ineffectual” or “it didn’t work” appear on the page.

Now, I find this frustrating. Such disappointment can almost always be avoided. But how? By properly organising and managing a corporate sales incentive.
 
Here are a few Pickled Egg hot tips to make sure that your corporate sales incentive doesn’t leave you and your sales force feeling underwhelmed.

1.    Follow the 80/20 rule. 20% of your sales force makes 80% of your profit. It pays to be aware of this statistic when you are planning your corporate sales incentive. So, organise your incentive accordingly – the 20% will require less motivation, the 80% much more.

2.    Simplicity. Keep your corporate sales incentive simple: complexity breeds indifference. Instructions such as “sell this range, but not this line, except for that one, and all of them must include this” will not motivate your staff even if the prize is a glamorous weekend in New York.

3.    Recognition. Everybody likes to be a winner and see their name in stars. There is no such thing as too much recognition. And this recognition, whether it is for winning an exclusive night out at an awards show or a quintessentially British day out, is a proven means of motivation.

Remember, make the effort to recognise who your top performers are and who needs a little extra nudge, leave no room for ambiguity and don’t be shy about putting a spotlight on your winners.

If you would like to know more about how to run a successful corporate sales incentive, contact Ricky on 0370 350 3450 for a free-of-charge, no commitment chat.

Posted in Top tips

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