‘4 Ways to Design Successful Sales Incentive Programs’ – HubSpot
Dan Tyre says, “Nothing boosts your sales team’s excitement and energy more quickly and reliably than an incentive. After all, most salespeople are born competitors — adding a compelling reward to the mix makes them even more enthusiastic.
However, motivating your reps isn’t as simple as choosing a desired outcome (like more calls or higher conversion rates) and promising a cash prize to the winner. In my years as a sales leader, I’ve learned the ins and outs of effective motivation. These four strategies will increase the impact of your incentives.
1) Implement Personal SPIFs
Because motivation is so specific to the individual, I use personal SPIFs in addition to team-wide contests. Let’s say I notice one of my reps seems disengaged. She’s still hitting her quota, but her body language and tone-of-voice suggest she’s not as enthusiastic as she used to be”.
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