Incentra Insights

Is your channel incentive program working? Is the program helping you reach the goals you set? When our clients have incentive programs that need a boost in performance, we suggest that they first take a look at how they’re promoting their programs.

We’re sharing our top 5 blog posts (by the number of page views) that were published over the last 12 months. If you missed any of these posts, check them out here. They feature the latest topics in the industry as well as helpful information on employee recognition and channel incentives.

Why the Focus on Sales Enablement?

As sales organizations struggle to find a “new normal”, they are increasingly focusing on their sales enablement strategies. Last year, Forbes predicted that sales enablement would become a critical element in the coming year’s post-pandemic sales planning. It appears their predictions are coming true.

Indirect sales reps value a good sales incentive program as it shows appreciation for their loyalty to the brand and creates an interactive experience in which to participate. However, the difference between a base-level and a sophisticated program could be impacting your bottom-line results.

New Focus on Sales Training and Development

 As sales leaders continue to cope with the myriad of changes after the pandemic, one issue is beginning to emerge as a critical challenge to overall sales success. Due to the proliferation of working remotely and virtual selling, many sales teams have experienced a lack of sales training, product knowledge, and staff collaboration.

Marketing your channel incentive program is essential to the program’s success. It won’t matter how great your program is if only a small number of people are participating. Continually recruiting new participants should be one of your top priorities.

The past two years have totally upended everything we thought we knew about the sales process. Both sellers and buyers have had to adjust to a totally new system of prospecting, sales approaches, interactions, and contract negotiations. Sellers have to adopt completely new sales techniques, and buyers are learning to expect much more from the companies and sales teams that approach them. So what have the past two years taught us, and how do we go forward with sales processes that work in this remote sales model?

Back to Basics

Based on the chaos of the past several years, many sales managers are wondering if we will ever return to a normal sales environment. The answer is probably not. However, as we are slowly entering our new normal world, this may be a good time to reflect on the fundamentals of a successful sales incentive program. Despite the tumult in the marketplace, some basic concepts of recognizing and rewarding your sales team’s efforts will inexorably remain the same. So this is a good time to recall those essential concepts.

It’s a new year and 2022 has already shown that we will have to deal with labor and supply shortages among other challenges. That’s why it’s essential to evaluate your current channel incentive program and make the necessary changes for your business to thrive this year.

As a new year begins, we want to share our top 5 blog posts (by the number of page views) that were published in 2021. If you missed any of these posts, be sure to check them out here. They feature the latest topics in the industry as well as helpful information on employee recognition and channel incentives.