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 … Continue reading Keeping it Simple – Sales Incentives

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Making it Stick

If you're lucky enough to have a small, direct sales team, then an incentive program isn't that difficult to communicate. After all, these folks report to you, are paid by you, and spend all day (hopefully) thinking about your products and who to sell them to. But if you're going to market through indirect channels, you … Continue reading Making it Stick

Do Loyalty Programs Work?

McKinsey recently published a study suggesting that the amount invested in loyalty programs doesn't pay off in terms of growth or profitability [Making Loyalty Pay:Six Lessons From the Innovators]. Surprising? Not really. As I thought about all of the programs I've signed up for...and how many cards are sitting unused in a drawer somewhere...it started … Continue reading Do Loyalty Programs Work?