Sales Incentive Building Blocks - Overview

Years ago, I was talking with a prospect, and he shared with me his concern over a failed mid-year sales incentive program. We discussed the various program components, and when I asked how he had communicated the program to his sales force, he indicated that he had made a “big splash” when kicking off the six-month program, which had him perplexed as to why the promotion wasn’t a success. As we dug into specifics however, the gentleman admitted that, other than monthly sales volume statements, he had not promoted the program once during its six month run. He just expected his sales team to remember that the incentives were out there and to get selling. Case closed. Looking back, I can only wish that all of our clients’ problems were as easy to diagnose and fix.

When sales incentive and loyalty programs don’t drive results as planned, it is often because the sales organization forgot to pay close enough attention to one or more of six key program components; let’s call them the Incentive Building Blocks. Sales and marketing managers are already familiar with each of these program elements, but over the next few months, we’ll dig into each of them in depth as a refresher course on incentive program design. The reality is that most incentive solutions in place today are lacking attention to some of the Building Blocks, hindering the chances for optimal sales results.

Here are the six Incentive Building Blocks that you always need to include in your programs:

Performance Plan – To maximize sales lift and plan for ROI.
Communications Campaign – Separates your company from the competition.
E-Learning – For improved sales and product/service knowledge.
Rewards Solution – Can be the difference between success and failure.
Analytics – Is the program delivering the desired results?
Recognition – Closing the loop to drive future sales.

More on each of these to follow. . .

If you are looking to improve employee engagement through HR Employee Recognition Programs or a Total Recognition strategy, grow sales with innovative Sales Incentive Programs, or recognize your achievers with Corporate Awards. We really should be talking. . .

Sales Performance

As a sales organization, you may already be employing a sales incentive program. Do you know how well it is working? How have you been measuring ROI? If you’re not sure, perhaps we should be talking. If you’re less than elated, we definitely should be talking.
Our approach to developing a top-producing sales organization lies in fostering the conditions within which your salespeople live up to their full potential – motivated, self-actualized, and resolved on shattering barrier after barrier. Exceptional leaders know that in absence of the conditions that fortify this dynamic, improvement is an unrealistic expectation.
You need to know that the core purpose of Incentra is to empower you and your sales channels to achieve success and thrive. Our focus is in alignment with forward-thinking leaders - increase profits, control expenses, and drive consistent results, quarter after quarter:
Incentra delivers sales growth through every channel: captive salespeople, independent representatives, distributors, dealers, wholesalers, and jobbers.
by understanding your sales channels and their individual motivation profiles, we design precision-tailored, outcome-driven incentives that extend your reach.
we do it all for you - cost-effective design, implementation, management, audits, and communication campaigns for incentive and loyalty programs that work.
working with your team, we use sales analytics to monitor program ROI and success.

Welcome to Incentra

We empower business leaders - just like you - to accomplish real goals that you never thought possible. We do this by designing, communicating, and managing unparalleled incentive and recognition programs that ignite the performance of the very people vital to your success – making them more valuable to you when it matters most. Our story is built on a foundation of results; and our commitment to helping you become a better leader defines who we are, and why we should be talking.
The formula is simple, yet profound: We ensure that you reach your potential by motivating your people to reach theirs.