Tom Castley, VP Xactly EMEA, presentation to E-reward conference | 12 May 2016
22
Motivating Sales People with Effective Sales Incentives Tom Castley, VP Xactly EMEA
-
Upload
e-rewardcouk-ltd -
Category
Business
-
view
195 -
download
0
Transcript of Tom Castley, VP Xactly EMEA, presentation to E-reward conference | 12 May 2016
Motivating Sales People
with Effective Sales IncentivesTom Castley, VP Xactly EMEA
4
AUTOMATE THERIGHT INCENTIVES
INSPIREPERFORMANCE
DRIVERESULTS
ACTUAL EXCEL FORMULA
Nearly 100% of Xactly’scustomers’ spreadsheetshave contained errors
“88% of spreadsheetscontain errors”
– MarketWatch
©2015 Xactly Confidential©2016 Xactly Confidential
How does it work?By tapping into motivators bigger than
money
Using concepts that help us to feel:
Successful
Smart
Valued
Structured
The consumer world has proven it works!
60%Increase in Active Pipeline
167%Increase in CallActivity Rates
70%Increase in Chatter
Collaboration
35%Increase in
New Contacts
230%Increase in LeadFollow-Up Speed
50%Increase in
User Adoption
98%User Adoption
Rate
140%Increase in
Pipeline
25%Increase in Data Quality
Benefits Achieved by Customers
It’s Not Just a Business Case*…
45% were paid hourly or on a
fixed pay rate with no potential for a
bonus
Over a quarter (27%) of UK employees
stated that a financial bonus was their main
motivator
25% believe their performance has no impact on
their pay
70% would be motivated to “push towards their next
professional goal” if they were given
financial incentive
25% of people asked said flexible working had been the incentive most beneficial to
them, followed by 20% Food and beverage
16% of employees enjoyed more holiday time, and 11% found company recognition to
be most beneficial
*Xactly Research Findings
WHY NON-FINANCIAL REWARDS?
- Give everyone opportunities for success- Each individual will be motivated to try
harder- You do not always need a big budget!
- Increases autonomy - Resonates more strongly - Money is not seen as true wealth
PEER/COLLEAGUE RECOGNITION
- Create an employee wall of fame- Recognize the winner on a
prominent sign - Send employee on work-related
training course of their choice- Quarterly Rewards
- A public thank you (company call or company-wide email)
- One-on-one time with an Exec- Sponsorship of a company event- Profile the individual for internal
communications
SHORT BREAKS AND DAYS OUT
- Gourmet Break- Health Spa Stays- Theatre/Golf/City Break- Cinema Tickets
- River Cruise- Concert/Sport Event Tickets- Festival/ Theme Park Tickets- Sailing Trip- Golf Green Fees
ADVENTURE DAYS
Bold personalities love high adrenaline activities. Why not promote:
▪ A bungee jump?▪ Scuba Diving?▪ F1 Experience?▪ Rally Driving?▪ Horse Riding?▪ Karting?
FOOD & DRINK AND PAMPERING
- Dinner at a 5* Restaurant- Luxury Food Hamper- Afternoon Tea at luxury hotel- Wine Tasting/Cookery Course
- Pamper Goody Bag- Haircut at a Fashion Salon- Gym Membership, Health
Spa Treatments- Makeup Lesson, Fresh
Flowers for a Week
IT’S AS SIMPLE AS…
- Make work fun - boosts morale & productivity
- Reward effort as well as success- Dole out the coffee and tea!
- A Thank You card/ hand written note
- A Phone Call- Flex those hours!- Applaud their efforts – literally
Twitter @XactlyEMEA
Contact Us Online www.xactlycorp.com/contact-us/
Phone +44 203 695 0427
Email [email protected]
THANK YOU
