3 mistakes to avoid in your sales incentive program

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limitingIs your incentive program structure

your sales growth?

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If sales incentive programs are taking up more of your time

and money, while producing fewer results –

+




If sales incentive programs are taking up more of your time

and money, while producing fewer results –

it might be a good time to examine your

design approach.


Here are 3 common

assumptions holding back

your sales incentive success.






“We pay our salespeople

to hit their goals.”



Fewer than 50% of sales reps actually hit their numbers. If you only offer awards to those who hit their quota, you’re missing out on a real opportunity to increase sales.

Create award goals that are appropriate

for individuals’ run rates.


“We have an 80/20 rule

in our sales force.”



Many assume that 80% of sales come from

the top 20% of the sales channel.

However, most have never actually measured it.

A major sales lift can be generated across your entire sales force if the opportunity is there from the start of the

incentive program.





“We keep our short-term

incentive growth goals the same

for all reps.”



The “one size DOESN’T fit all” approach makes the most sense in programs created to to increase results.


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