1. 3
BEST-IN-CLASS
ORGANIZATIONS BELIEVE
IN NON-CASH MOTIVATORS
AS PART OF OVERALL
AWARD MIX
PROOF THAT TEAMWORK
MATTERS IN SALES!
one for all, all for one
44%
Neutral
38%
Best-in-Class
Organizations
surveyed
Every man for himself
Statistics based on
an Aberdeen Group
Survey of 312 end-user
organizations
from September –
November 2012
30%
one for all, all for one
32%
Neutral
9%
Compared to
a Laggard
Organization…
39% Every man for himself
B2B salespeople EXPECT
commissions and bonuses,
but they WANT more
1
Ensure the design of incentives match and
perpetuate the culture of your organization
MOST EFFECTIVE, NON-CASH
TACTICS FOR TOP ORGANIZATIONS
Best-in-Class Report Non-Financial Approaches Among
Most Effective Sales Motivators
4
OUTSOURCING INCENTIVE
MANAGEMENT TO AN EXTERNAL
PROVIDER INCREASES EFFICIENCIES
Percentage of Respondents
Value Associated with External Management of Non-Cash Incentives
57%
35%
Internal
recognition
for postive
performance
2
Competition
with other
team
members
21%
Learning and
developing
new skills
18%
Promotional
opportunities
within the
company
16%
Team-based
financial
compensation
Sales Effectiveness Metric
15%
Employee
engagement
program
aligned to
company values
TOP YEAR-END NON-CASH
SALES REWARDS
1. Group Travel
2. Company-Sponsored Events
Lead conversion or
marketing-to-sales
pass-through rate
Lead closure rate
Non-cash
incentives
externally
managed
All Other
Companies
30.4%
23.9%
24.9%
22.1%
2.2
2.9
months
4.2
4.8
months
4.2
5.3
months
Sales rep time-to-hire
months
Sales rep
time-to-productivity
months
Average sales cycle
months
100% OF BEST-IN-CLASS ORGANIZATIONS OFFER BOTH!
3. Peer-to-Peer Recognition
4. Individual Travel
NEXT MOST POPULAR
Source: Aberdeen Group, February 2013
FOR MORE INFORMATION, CONTACT SAMANTHA.DECKER@AIMIA.COM