Sales incentive programs are an effective tool when considering additional ways to motivate your sales force. One objection I hear time and again from potential customers is that their sales people are already heavily compensated with commissions and other cash-like awards so therefore there really is no need for any additional recognition or rewards.
At All Star – we feel strongly that is not the case. Survey results published by the Aberdeen Group and distributed by the Incentive Research Foundation certainly speak to the fact that non-cash incentives and recognition are a sure-fire way to push your sales force to greater heights.
Interestingly enough the survey also takes into consideration incentives and recognition programs that are managed in-house as well as by an outside provider. Findings indicate that those companies utilizing an outside resource outperform those that do not when looking at key performance indicators.
Check out the full paper with results here.