Written by: Dave Smith
(View Author Bio)
GoalQuest® is the only patented, pay-for-performance incentive program found in the industry today.
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We understand the power of sales incentive programs. Throughout our history, we've researched and designed tens of thousands of programs, many of which we tracked, recorded and analyzed. We define the trend curve on incentives because we continue to innovate and refine even the most tried and true approaches. What we've learned is that most sales incentive programs do not engage the entire audience and therefore leave potential sales growth on the table.
Let's take a look at two typical sales incentive structures that limit sales potential.
1. VIPs (Very Important Performers):
Many programs reward only the top 10-20% of an audience. These high-performer programs are terrific for those at or within a few points of the top. But they also demotivate the majority of your audience, since 80-90% aren't included in that top segment. Our research shows that 80% of sales come from almost half of your sales force, not just the top 20%.
2. One Size Fits All:
Most program rules require participants to grow by the same amount no matter where they are under the curve. A 2% to 5% growth target might be appropriate for the top sellers in the organization, but would be too easy for those in the