Incentra Insights

In part one of this blog post series, we discussed seven steps to help you get started in creating a successful sales incentive program. Even though creating a successful sales incentive program or revamping a current program may seem time-consuming and challenging, it is worth the effort!

Creating a successful sales incentive program or even revamping a current program may seem time-consuming and challenging. However, the effort put into developing a program can help a business reach its short and long-term goals. Below are seven steps to help you get started. Additional suggestions will be included in a future blog post.

Climbing Out of the Rescue Phase

In any disaster or calamity, there are usually two phases: first the rescue stage and then the recovery period. It appears to me that we are crawling out of the rescue phase of this COVID related economic upheaval. Sales leaders have had to learn resilience in order to pivot to a new normal of virtual selling. Now it seems we are about to head into the recovery phase. So how do learn the lessons from COVID and begin to restore some sense of normalcy to our sales incentive programs? Or will normal ever be possible again?

At Incentra, our clients and business partners often ask if having the right channel incentive technology solution can really help a company increase sales, and the short answer is YES! A well-designed, easy to use platform highly increases your chances of having a very successful incentive program.

As a new year begins, we want to share our top 5 blog posts (by number of page views) that were published in 2020. If you missed any of these posts, be sure to check them out. They include information on the latest news and trends in the industry as well as helpful information on employee recognition and channel incentives.

Virtual Selling is with Us for Awhile

As we head into the fall, it’s becoming clearer that virtual sales, selling remotely via video or phone, won’t be going away anytime soon. It appears that sales leaders and salespeople will have to consider the implications of virtual selling on performance measurement and sales incentives, not just for 2020, but for 2021 as well. So what will this mean for our sales incentive planning for the upcoming year?

COVID-19 has changed the business landscape in many ways. In this new environment, many people are working from home, participating in video calls with few or no in person meetings, social distancing and experiencing high levels of stress in an uncertain and challenging time.

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?

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.

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.