Incentra Insights

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.


A Different Breed of Salespeople

Today’s successful B2B salespeople are not just selling solutions; they are becoming agents of change; guiding customers through complex transitions with new insights and value propositions. With customers having information literally at their fingertips, sales people need to employ a whole new set of skills and behaviors to earn their customer’s trust and their busines

The Changing Role of Sales Manager

What does this means for sales managers who have to incentivize and reward sales efforts in this changing milieu?  Managers can no longer afford to be scorekeepers managing their leaderboards and rewarding those at the top. They are going to have to take a hard look at what sales behaviors are working in their marketplace and how these behaviors are aligned with their organization’s mission and goals.  They’ll have to develop these behaviors in their salespeople and find ways recognize and reward their practice.

A New Kind of Rewards Program

If you want your sales team to dramatically change the way they sell, you’re going to have to reward the behaviors that will get them different and better results.  If you want them to become change agents able to bring unique value and new insights to your clients, you’re going to have to reward them differently.

Some Guidelines to Help You

  • Identify the behaviors most conducive to selling in your marketplace

  • Design an incentive program that rewards those behaviors in a consistent and timely manner

  • Ensure your compensation and incentive plan are completely aligned with your sales process

  • Make certain your sales team clearly understands and embraces your sales philosophy and sales process

  • Continually measure sales results against behavior changes to ensure you are rewarding and incentivizing the right behaviors

Find the Right Technology

If you’re willing to enter this brave new world of sales incentives, you’re going to need a Rewards Technology platform that is totally flexible, completely customizable and able to change on a dime.  Your batting average will be 100/100!


Categories: Sales Incentives