Incentra Insights

Going Digital with Your Sales Incentive Plan

Posted by David Chittock on Jul 13, 2018 11:00:00 AM

Taking the Plunge

So you’ve read everything you can about the digital economy, multi-channel sales, and social media sourcing. You’re ready to take the deep dive into redesigning your sales force reward strategy. But where should you start? Having a digitally enabled workforce and an Internet savvy customer base will inevitably change your entire sales culture.  So, how will this affect your sales incentive planning?

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Topics: Sales Incentives, sales incentive plans, Channel Partner Sales

Is Your Sales Incentive Plan So Yesterday?

Posted by David Chittock on Jun 8, 2018 10:00:00 AM

What Happened to My Sales Incentive Plan?

So your sales incentive plan is just not producing the great results you used to get. Tweaking and updating it is just not getting the job done. Unfortunately, it’s not the time for a simple upgrade. It’s time for a whole new approach; an entirely new strategy that can transform your sales culture into one that can win in today’s multichannel sales environment.

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Topics: Sales Incentives, sales incentive plans

Sales Incentive Plans – Easier Than You Think!

Posted by David Chittock on May 2, 2017 9:27:14 AM

A Changing Environment

Many Sales Managers dread the thought that each year they need to create a new sales incentive plan.  This task can be even more daunting in the light of current dramatic changes in sales roles and processes.  As we discussed in a recent blog, subject matter experts are swiftly becoming key contributors to successful sales efforts.  Changing buying patterns and more informed customers are truly impacting sales processes and the ways we compensate sales performance.  So how does a manager begin to plan?  Where do you start?

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Topics: Sales Incentives, sales incentive plans

2017 Sales Trends - Is Your Incentive Plan Ready?

Posted by David Chittock on Apr 10, 2017 9:22:24 PM

What Can We Expect?

Recently, Forbes published an article entitled “Leading Sales Trends Expected to Drive Success In 2017”.  In it, the author states that these developments will have a direct impact on a company’s bottom line.  If sales managers are not planning for these trends, there is a good chance they could be falling behind their competitors. So what do you need to know about these trends and how they will affect your sales incentive plan?

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Topics: Sales Incentives

So How Do You Get Organic Employee Recognition?

Posted by David Chittock on Feb 29, 2016 11:44:02 PM

Where Do You Start? just posted a blog of ours about Organic recognition that is worth a read, if you

missed it on our site. We made the case that if an employee recognition program is

going to achieve the results HR is hoping for, it will have to be organic; that is, part of

your company’s DNA. Here’s the post:

The question is - how are you going to ensure that your recognition program is an

intrinsic element within the living organism that makes up your company’s culture?

Here are some guidelines to help you get on the right track. . .

Keep It Natural

Organic means natural, that is; no additives or foreign elements are included. In other

words, don’t impose a recognition program on your employees. Rather, create it

naturally to reflect your mission, goals, performance measures and most importantly,

with input from your employees. Growing your employee recognition program from

within will ensure that it becomes part of your corporate culture and ultimately part of

your DNA. If your culture is one of appreciation, it will naturally take root within your

organization and flourish.

Make It Personal

It is so important to understand the diverse nature of your workforce. There can be no

cookie cutter approach here; one size does not fit all! People are different in many

ways and you’ll need to consider all those differences when deciding how to recognize

and reward your workers. Your managers will have to make a special effort to get to

know the people they manage and become sensitive to their individual needs, desires,

and preferences. The personal touch really does work.

Show Empathy

The watchword here is consideration and understanding. Workers don’t leave their

lives behind when they enter the workplace. They may have personal and family

issues, health concerns, financial distresses; any number of anxieties that impact their

daily lives. A little compassion will go a long way toward helping employees deal with

such difficulties and motivate them even more strongly to perform to the best of their

ability in their job.

Be Transparent

Probably the most important trait of an organic employee recognition program is

transparency. Most people can tell pretty quickly if their managers are not being totally

honest with them. Make sure your workers are always on the same page as you about

the company and its successes and challenges. Hold frequent “state of the state”

meetings where everyone is kept appraised of where the company is and where it’s

going. This will engender a comradery which will boost overall morale, loyalty, and

pride in the organization.

Promotion Speeds Utilization

Like anything organic, your employee recognition program will have to take root, grow,

and thrive. But with considerable tending and nourishing in the form of aggressive

communications, promotion, and celebrations, the end result will be totally worth it.

Once your recognition process becomes part of your DNA, there will be no limit to what

it will achieve for your organization.

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Topics: Sales Incentives

Best Practices in Channel Sales Incentive Programs

Posted by David Chittock on Aug 17, 2015 12:37:00 PM

How Do You Know if You Have Them?


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Topics: Sales Incentives

Sales Incentives – Experience is the Watchword

Posted by David Chittock on Apr 7, 2015 4:39:00 PM

Gift Cards and Incentives in the Experience Economy


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Topics: Sales Incentives, Employee Engagement

Sales Channel Incentives – A New Ballgame

Posted by David Chittock on Apr 1, 2015 11:50:00 AM

The Growth of Incentive Gift Cards


Recently, the IRF conducted a study into the meteoric growth of the incentive and gift card channel partner sales.  For over five years, merchandise and gift card incentives have been steadily building and show no signs of trending downward. During 2014, more than a third of planners increased their incentive merchandise/gift card budgets while less than 10 percent decreased them during this time. In 2015, the market is projected to continue to strengthen, with 44 percent of program owners increasing their budgets and a scant 6 percent decreasing them.

What’s Driving This Growth?


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Topics: Sales Incentives

What’s Trending in Sales Incentives?

Posted by David Chittock on Jan 28, 2015 2:27:00 PM

Hope Springs Eternal

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Topics: Sales Incentives

Reward Sales Results or Sales Behaviors – What Works?

Posted by David Chittock on Jul 7, 2014 12:22:00 PM

Why Results Aren’t the Only Measure

It’s no secret that sales incentive programs based solely on sales results usually follow the 20/60/20 rule.  This means that 20% of the sales force is actively engaged, 60% are muddling along and 20% are actively disengaged.  How can a sales manager achieve the 100/100 rule.

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Topics: Sales Incentives, sales incentive plans, sales behaviors