I. Although the idea of incentives as a sales motivator can seem like a tenuous connection, there is hard evidence supporting the fact that it increases sales team performance. A recent Incentive Research Foundation (IRF) found that incentive programs implemented under the right circumstances can stimulate performance by up to 44%. II. The IRF study concluded that there are 5 conditions under which incentive programs are most successful: 1. The team’s current performance is undesirable. Internal sales data can provide useful information about sales performances, such as whether performance varies from salesperson to salesperson, or if profits are down compared to previous years. III. 2. The team’s struggles are rooted in lack of motivation. Although outside factors like fast-growing competition or dwindling customer budgets can affect sales, they can become demotivators for salespeople. Incentive programs can address the motivation aspect of this two-part problem so that outside problems don’t become even more damaging. IV. 3. The desired performance level can be quantified. Incentive programs work best alongside detailed goals, such as increasing sales 15% over the previous year. V. 4. The goal is challenging but achievable. Goals that are challenging for sales teams to reach but not impossible are ideal for incentive programs. VI. 5. The effort to meet a sales goal doesn’t go against standard organizational policies. Problems tend to occur if the motivation to increase sales drives salespeople to stray from standard procedures or sales processes. VII. Effective incentive programs address sales goals in three ways: 1. Performance tracking 2. Rewarding product knowledge 3. Offering flexible rewards that recognize any desired behavior VIII. Conclusion When implemented with the right planning and under the right conditions, studies prove that incentive programs can increase sales. Sales teams can benefit from incentive programs without meeting the five conditions listed by the IRF, but those that fitting the profile are most likely to see improvement.

1. TITLE GOES HERE
Subtitle Here
How to Execute an Incentive Program that Benefits Sales
Visit us

2. TITLE GOES HERE
Subtitle Here
Click to edit Master title style
Although the idea of incentives as a
sales motivator can seem like a
tenuous connection, there is hard
evidence supporting the fact that it
increases sales team performance.
A recent Incentive Research
Foundation (IRF) found that
incentive programs implemented
under the right circumstances can
stimulate performance by up to
44%.
Today’s consumer-conscious
customers expect the following:

3. TITLE GOES HERE
Subtitle Here
Click to edit Master title style
1. The team’s current performance is
undesirable.
Internal sales data can provide useful information about
sales performances, such as whether performance varies
from salesperson to salesperson, or if profits are down
compared to previous years.
The IRF study concluded that there are 5
conditions under which incentive programs
are most successful:

4. TITLE GOES HERE
Subtitle Here
Click to edit Master title style
Although outside factors like fast-
growing competition or dwindling
customer budgets can affect sales,
they can become demotivators for
salespeople. Incentive programs
can address the motivation aspect
of this two-part problem so that
outside problems don’t become
even more damaging.
2. The team’s struggles are
rooted in lack of motivation.

5. TITLE GOES HERE
Subtitle Here
Click to edit Master title style
Incentive programs work best alongside
detailed goals, such as increasing sales
15% over the previous year.
3. The desired performance level can be
quantified.

6. TITLE GOES HERE
Subtitle Here
Click to edit Master title style
Goals that are challenging for
sales teams to reach but not
impossible are ideal for
incentive programs.
4. The goal is challenging but
achievable.

7. TITLE GOES HERE
Subtitle Here
Click to edit Master title style
Problems tend to occur if the motivation to increase sales drives
salespeople to stray from standard procedures or sales processes.
5. The effort to meet a sales goal doesn’t go
against standard organizational policies.

8. TITLE GOES HERE
Subtitle Here
Click to edit Master title style
1. Performance tracking
2. Rewarding product knowledge
3. Offering flexible rewards that recognize any desired behavior
Effective incentive programs address sales
goals in three ways:

9. TITLE GOES HERE
Subtitle Here
Click to edit Master title styleWhen implemented with the right planning and under the right
conditions, studies prove that incentive programs can increase
sales. Sales teams can benefit from incentive programs without
meeting the five conditions listed by the IRF, but those that fitting
the profile are most likely to see improvement.
Conclusion
Request More