3 Mistakes to Avoid in Your Sales Incentive Program
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Transcript of 3 Mistakes to Avoid in Your Sales Incentive Program
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limitingIs your incentive program structure
your sales growth?
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Often the tools and tactics
we think help sales, really end up falling flat.
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If sales incentive programs are taking up more of your time
and money, while producing fewer results –
+
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If sales incentive programs are taking up more of your time
and money, while producing fewer results –
it might be a good time to examine your
design approach.
Here are 3 common
assumptions holding back
your sales incentive success.
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BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States
“We pay our salespeople
to hit their goals.”
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Fewer than 50% of sales reps actually hit their numbers. If you only offer awards to those who hit their quota, you’re missing out on a real opportunity to increase sales.
Create award goals that are appropriate
for individuals’ run rates.
“We have an 80/20 rule
in our sales force.”
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Many assume that 80% of sales come from
the top 20% of the sales channel.
However, most have never actually measured it.
A major sales lift can be generated across your entire sales force if the opportunity is there from the start of the
incentive program.
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“We keep our short-term
incentive growth goals the same
for all reps.”
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The “one size DOESN’T fit all” approach makes the most sense in programs created to to increase results.
Read the full story...
with statistics, exercises and an infographic
by downloading our article today.
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Australia | Canada | China | India | Latin America | United Kingdom | United Satees
BI WORLDWIDE uses the principles of behavioral economics to produce measurable results for our clients by driving and sustaining engagement with their employees, channel partners and customers.
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