Incentra Insights

Adapting Sales Incentives during a Pandemic

Posted by David Chittock on Aug 20, 2020 11:23:00 AM

Creating a New Sales Playbook

Even though you’ve made some drastic changes to your sales strategies over the past few months, it looks like COVID-19 is going to be with us for the unforeseen future. This means we’re in a whole new ballgame and the old playbooks are just not going to work. You’re going to need an entirely new approach if you can ever hope to maintain a successful sales function and beat your competitors. So where do we start to succeed in this new environment?

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Categories: Rewards Technology, Sales Incentives

Top Blog Posts for the First Half of 2020

Posted by Vicki Hiney on Jul 8, 2020 12:33:00 PM

2020 has definitely been a year to remember so far. As we reach the halfway point through the year, we wanted to share our top blog posts (by number of page views) that were published in January through June.

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Categories: Sales Incentives, Employee Engagement, Employee Recognition

Sales Incentives and Covid-19

Posted by David Chittock on Jun 17, 2020 1:15:00 PM

In Survival Mode

There is no question that one of the hardest hit sectors in the economy is the face to face sales process. Reach and frequency sales jobs have become obsolete in the blink of an eye, and sales are either already dropping off the charts or are expected to do so imminently. Sales leaders are desperately struggling to prevent their sales teams from totally disappearing by finding ways to keep them compensated in the midst of the national lock down.

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Categories: Sales Incentives

Sales Compensation Plans for 2020

Posted by David Chittock on Mar 12, 2020 2:18:00 PM

It’s Not Too Late to Get It Right

OK, so maybe you’ve got your 2020 sales incentive plan in place. But, just maybe you’re not sure if it’s the right plan for your salespeople. Don’t worry there’s still time to change it up and ensure you’ll get the edge in an increasingly competitive sales environment. So what do you need to keep in mind as you work to refine your approach to sales compensation?

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Categories: Sales Incentives

Sales Incentive Plans – Back to the Basics

Posted by Vicki Hiney on Jan 29, 2020 10:24:00 AM

The start of a new year is the perfect time to take a look at how your sales incentive plan is performing. Maybe it’s not working the way you had hoped. Or maybe you need a new way to incentivize your channel partners. Or maybe creating a sales incentive plan has been on your list of things to do but hasn’t gotten done…until now. 

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Categories: Sales Incentives

Using SPIFs to Drive Sales Performance

Posted by David Chittock on Dec 19, 2019 11:13:00 AM

Company executives are often focused on increasing their bottom lines without seeing the relationship between employee engagement and sales. And sometimes compensation and commission packages are not enough to engage and motivate sales representatives. In this article, we will highlight how your company can use sales performance incentive funds (SPIFs) to motivate sales reps and improve performance.

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Categories: Sales Incentives

Managing Your Channel Partner Ecosystem

Posted by David Chittock on Sep 25, 2019 11:53:00 AM

Ensuring a Successful Ecosystem

In a recent post, we discussed the steps to building a channel partner ecosystem. In this post, I’d like to focus on how to ensure your channel ecosystem works smoothly to convert opportunities into deals, strengthen customer relationships, and up-sell and cross-sell effectively.  Selling in the business to business (B2B) space is becoming more and more complex.  Simply calling someone a partner isn’t enough.

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Categories: Sales Incentives

Building a Channel Partner Ecosystem

Posted by David Chittock on Jul 16, 2019 10:00:00 AM

The Changing Face of Channel Partnerships

There is no question that B2B sales are growing increasingly challenging for businesses with only a direct sales staff. But finding and building a partner network can be equally as challenging.

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Categories: Sales Incentives

Generation Y’s Impact on Sales Incentives

Posted by David Chittock on Sep 21, 2018 1:24:00 PM

Guess What? They’re Here.

There’s has been volumes written about what was going to happen when millennials hit the workplace. Well…they’ve arrived. And they’re taking on more and more senior roles in leadership, management and sales. In fact, the Pew Research Center estimates that by 2020 millennials will be the largest percentage of the workforce.  So what does this mean for incentivizing your sales force?  Will it have an impact on how you motivate and reward your sales teams?

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Categories: Sales Incentives, Employee Recognition

Best Practices in Sales Incentive Planning

Posted by David Chittock on Aug 24, 2018 1:01:00 PM

The Time to Plan Is Now

Okay, so your sales operation has gone digital. You’ve embraced multi-channel sales and Internet sourcing. Your sales team is social media savvy and armed with mobile devices. Now it’s time to bring your sales incentive plan into the 21st century. You might have already started the planning process. But before you jump in, you may want to consider some fundamental principles that will be key to your success in today’s digital marketplace.

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Categories: Sales Incentives