Many companies use incentive programs to motivate direct sales teams or independent channel partners such as dealers, distributors and resellers. But what worked a decade or even five years ago may not work today.
Our own Dan Hawtof recently shared insights about how sales incentives are changing with Channel Marketer Report. In the article, he urges companies not to reward all sales team members or partners the same way. Instead, he suggests evolving incentives programs to adapt to recipients’ changing demands and the emerging preferences for corporate rewards.
Here’s an excerpt: