1. Top of Mind Marketing
It began on an island in Puget Sound
Harpole’s Maternity Home in Coupeville, Washington
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510.292.1843 | jpeischel@top-mindmarketing.com | www.top-mindmarketing.com
Steve LaPlante/Owner
Incentive Travel
Is it time to Incent Your Team?
2. Motivating and Rewarding Your Sales Team
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Is this you?
• Interested in motivating your
team to perform at their peak
A well-designed incentive
travel program:
• Can inspire your team
• Drive performance to exceed
expectations.
3. Shifting the Sales Performance Curve Upward
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Is this your team?
1. A clear majority of core
performers
2. A small, elite group of
stars
3. A group whose
performance trails
Laggards Core Performers Stars
The Challenge: Finding innovative ways to motivate teams
when designing compensation programs
4. Incentive Travel Program vs. Cash
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How can Incentive Travel motivate
more effectively than cash?
Cash:
• Is considered income--not used
for something memorable
• Comes with future expectations
• Has no trophy value
• Rewards are not promotable
• Comes with a guilt factor
Cash ends up buying
groceries . . .
5. Incentive Travel: The Research
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• 100% of best in class companies offer group travel to
recognize year-end success.
• McKinsey: The use of non-cash motivators is more
effective than the three highest rated financial incentives
• Oxford Economics: Incentive travel can increase
individual performance by 22% and group performance
by 44%
• US Travel Association: Companies using group incentive
travel generally realize an ROI of 4:1
6. Case Study – Goodyear Tire & Rubber Co.
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Goal: Increase sales of Aquatread tires
• Sales Associates were divided into two groups – one
would receive cash rewards for sales performance, the
other would receive non-cash rewards
• Program ran for six months
• Results
• Non-cash out-performed cash by 46%
• Non-cash produced 37% increase in product mix sold
• Cash group produced a -20% ROI and non-cash
produced an ROI of +31%
7. The Competitive Lens
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A 2011 Aberdeen Group survey of 291 companies
demonstrated that companies that provided non-cash
incentives performed much better than those that did not
in the compared indicators.
8. Employee Benefits
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SITE Study:
• 88% of those with a travel award
agreed it made them feel
appreciated
• 72% of earners reported an
increased sense of company
loyalty 72%: Build loyalty
10. Working with Incentivate Travel: It’s up to You!
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Total hands-on approach from
initial assessment to post
program analysis
or
As simple as making your
travel arrangements
We customize to your needs!
11. Hypothetical ROI Example
• Average annual gross profit on sales = 10%
• Estimated annual sales without incentive
program = $10 M
• The company’s objective with the program
a $2M increase in sales on existing product
lines with a 10% margin would yield
$200,000 in incremental profit
• Funding for this program is based on
achieving all of the $2 M in incremental
sales, the company is willing to apply 40%
or $80,000 to the program. The company
would retain the additional $120,000 in
profit and realize an ROI of 150%.
