If you are considering implementing a sales incentive, it needs to be designed so that each of your salespeople feel positioned to succeed. Most sales incentive programs only engage the perennial top 20%. The reality is that the highest potential for increasing sales comes from the other 80% of your sales team.
To increase engagement, an effective sales incentive should have:
BI WORLDWIDE’s patented GoalQuest® methodology—with applied behavioural economics as its foundation—includes these five key properties to engage your entire sales team and deliver results from all levels of performers.
Case in point, BI WORLDWIDE Canada designed and executed a GoalQuest® for the Fleet Division of an automotive manufacturing company – the results were compelling. The client’s goals were exceeded with a return on investment of 199% and, with a year-over-year sales increase of 174%, the greatest improvement came from historically low and mid-low performers. This reinforces the fact that, with the right sales incentive design, engaging your full spectrum of performers—not just the top 20%—will result in a significant incremental sales lift.
Contact us to help develop a sales incentive program that fits your unique needs and motivates your sales team.