Keeping it Simple – Sales Incentives

Have you ever run a contest where a salesperson hit a big bonus or qualified for a trip by gaming the system?  If you’re in Sales or Marketing management, it’s almost inevitable. It’s unfortunate, and it’s frustrating, and you’ll vow to never let that happen again. But the fear of repeating it can often lead to over complicated […]

How Much Should I Invest in a Sales Incentive Program?

If that’s the first question that comes to mind when you start your sales planning then, congratulations – you’ve already decided that this is an investment, not a cost. And while many marketing programs require money to be spent without a clear path to an ROI calculation, the beauty of a sales incentive is that […]

Sales Meetings – Snoozapalooza or Motivational Tool?

It’s Day Two of your Sales Meeting. Pete is droning on about his customers in SouthWest II territory. It’s the eighth regional sales presentation of the day. No-one is paying attention (maybe not even Pete…) You’ve taken your sales team off the street for three days, spent thousands of dollars to fly them to a conference room […]