Give Your Sales Participants Choices

Your sales teams and sales partners are vital contributors to your business and appreciate decision-making autonomy. You can provide them with effective motivation and thanks via rewards and incentives programs they can tailor to their liking. These programs can empower them to choose which reward they want and how they want to receive it. They can also accommodate different preferences and provide a more personalized reward experience.

Want more information on how to get the most impact from your channel incentives investment?  Download our guide, Designing an Effective Channel Incentive Strategy for some additional insights.

Sales & Marketing Management recently published tips from our own Craig DeWolf about this very topic. In the article, Craig outlines different ideas to tailor incentive programs with flexible choices for sales people.

Here’s a snapshot:

Rewardable activities

Incentive programs have moved beyond the traditional SPIF programs for sales people. You may consider now rewarding for behaviors that contribute to improved sales results, such as sales training and certification testing.

Claim or claimless

Ease of administration is important to everyone as a driver of ongoing appeal and engagement. Many SPIF programs may require a claim form to earn rewards. Yet certain activities managed in separate systems may circumvent this need by feeding the data directly into the reward platform.

Online rewards portfolios

Direct the sales people you are rewarding to an online catalog that provides them with a substantial reward selection. It should be easy for them to browse and choose the type of reward and delivery method they prefer.

The flexibility of cash

Non-cash rewards like travel and merchandise are still popular with many marketers. However, participants—when given a choice—often opt for the flexibility that prepaid or gift cards can provide.

Physical and digital rewards

Despite the rapid adoption of digital rewards, physical options aren’t going away any time soon. Sales people that live a digital lifestyle may gravitate toward egifts or virtual rewards they can spend online. Conversely, others may prefer traditional rewards they can touch and carry, such as plastic cards or merchandise. Providing the option of physical or digital will ensure each reward recipient is comfortable.



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