Incentives, reward and recognition

Incentive programmes are an integral part of the sales culture and an effective management tool for enhancing sales performance. They can be structured to motivate the sales force to improve overall sales, or they can be employed to boost performance in specific areas.

Incentives can be awarded to the biggest earners, or to the best performers against target. The format depends upon the objectives of the campaign. Bear in mind that programmes which reward only top sales representatives can sometimes function as a disincentive to others. Programmes which reward performance against a specific target offer greater opportunity to win, and thus typically motivate a higher proportion of the sales force.

A well designed and managed incentive programme will drive positive and profitable behaviour. The key is to set clear objectives and programme rules, provide attractive prizes or rewards, maintain interest and momentum with creative communication throughout and adopt a progressive structure. Along with sound administration getting these aspects right will contribute to high levels of motivation and achievement.

FCm’s sister brand cievents.com are highly experienced in developing successful programmes. They understand the importance of improving profits, strengthening relationships and motivating staff through developing programmes which focus on delivering measurable results for your business.

These case studies illustrate how a well-built programme can result in an excellent return on investment as well as how designing a once-in-a-lifetime experience can inspire your team and surpass expectations.

These case studies illustrate how a well-built programme can result in an excellent return on investment as well as how designing a once-in-a-lifetime experience can inspire your team and surpass expectations.