Article
As a tool in a vendor’s toolkit, channel incentive programs are pivotal tools in transforming channel relationships, influencing positive behaviour change and driving performance. The Incentive Research Foundation (IRF) found that non-cash channel incentive programs could increase total revenues by 32%, increase market share by 30%, and increase net operating income to 19% of revenue. Engaged, motivated channel […]
Article
According to research by Frederick Reichheld of Bain & Company, a 5% increase in customer retention can lead to an increase in profits of between 25 and 95%. If your objective is genuine customer loyalty, read on for our recommendations on why recognizing the crucial steps toward a sale is the key to enhancing your bottom line. The […]
Article
The key to a successful sales incentive lies in the planning. According to research, 90% of the top-performing organizations use sales incentives to motivate, recognize, and reward their salespeople. However, while organizations may mean well, the sheer existence of a sales incentive doesn’t automatically yield the desired results. For sales incentive plans to be effective, organizations need […]
Article
In the competitive world of sales, incentives play a crucial role in motivating teams and driving performance. However, one common pitfall is rewarding “business as usual” activities instead of delivering added value to your business, leading to complacency and stagnation. Sales incentives should be strategically designed to inspire exceptional performance, innovation, and value. Read on […]
Article
If you’re in Human Resources (HR) or any sort of leadership position that involves hiring and retaining employees, this guide will explore what the employee engagement lifecycle is and the various strategies and technologies that improve and extend the lifecycle. What is the employee engagement lifecycle? The employee engagement lifecycle encompasses the journey an employee […]
Article
Many organizations face common challenges with their sales incentive programs, such as: To overcome these challenges, organizations need an effective strategy, such as: Different types of incentives can be used to address various goals and timeframes: A proven methodology can help drive behaviours and activities that produce measurable results: By addressing common issues and implementing […]
Case Study
A leading biopharmaceutical company questioned the effectiveness of their sales contests and SPIFF programs. Our Decision Sciences team analyzed their data, uncovering key insights that led to a smarter approach to sales motivation. Discover how data-backed strategies transformed their incentive programs and drove sales success.
Case Study
A major cruise line aimed to boost employee engagement, retention, and sales performance. We implemented a gamification strategy, creating missions to drive performance and retention. Discover how this approach led to impressive engagement and revenue growth in our case study.
Webinar
Myth: All salespeople respond equally to all incentives. In fact, sources of motivation are nuanced, dynamic and vary from one salesperson to the next. Overlooking these differences not only leads to poor team performance, but also leaves companies especially vulnerable during periods of disruptive change. Increasing demand, unpredictable supply, the challenge of quarantines and virtual […]
Webinar
Watch this webinar to hear best-selling author and goal-setting expert Caroline Adams Miller share: You’ll also hear from Paul Mora, Head of Global Enterprise and Channel Marketing at Motorola Solutions. Paul will talk about how he continually uses GoalQuest®, a sales incentive structure based on personalized, self-selected goals, to drive sales performance at Motorola.