"But my people love that trip!" I've heard that phrase dozens of times. And, before anyone runs off in the wrong direction on this subject, I’m sure there are hundreds of sales incentive programs out there that feature truly fantastic travel events or other rewards for top performers. For those who earn the trip, you've given them a memory that will last a lifetime and will help them to continue to be highly motivated to earn the trip again next year. This very elite slice of the team consists of your very best performers, all of whom make a huge contribution. There is no denying these facts.
That top performer trip is certainly solidifying relationships and making those top people know that they are appreciated. It is also very likely a great motivator for those people to stay on your team and work towards earning next year's reward trip.
What is the primary purpose of your program?
However, as exciting as the incentive trip can be for you and your team, the real question is "what is the primary purpose of your sales incentive program?" If you want to reward the top 5% or so of your team with a trip of a lifetime to say "thank you" for their contribution to your business, then a sales incentive trip is a great idea. However, if you are trying to engage the maximum number of people on your sales team and encourage them to push a little harder in the coming year, quarter or even week, if you want every oar in the water, you can be sure that the “top performer” format is definitely not doing anything close to that. Too many of your sales team are going to feel (justifiably) that they have no chance of achieving the trip goal and, therefore, won't even try. Worse yet, they may feel that their (less than
Think about it from the standpoint of
Getting more of the team engaged
There are numerous studies as well as basic math that confirm getting the middle 60% of your team to move the needle just a few points pays HUGE dividends in your sales numbers and your bottom line. Any sales manager would like to be confident that his or her whole team is pushing to grow, to succeed and to sell more than the previous year. Thankfully, there are a few ways to get more of your team engaged without breaking the bank and without discouraging that top echelon who had been looking forward to that annual trip.
It's also important to know what motivates your employees. You may think that a trip is a good idea for a
In all employee reward plans, it's vital to make sure that the sales goals are attainable. What seemed like a good stretch on paper may not be possible in the real world, with its distractions, prospects that string
The Good Plan
The Better Plan
The Best Plan
The Bottom Line
There are many other formats that accommodate unique business structures, your available budget
So, is your program rewarding a few super-achievers, while leaving too many of your people out in the cold? If so, now is the time to sit down and think about what are you going to do to get more of your team in the game.