Total rewards for sales people: 9 trends for 2017
Feb 14, 2017
Written by: John O’Brien
(View Author Bio)
Use these nine trends to help you reward reps at all levels and make your entire sales organization more effective than ever.
Overview
At BI WORLDWIDE, we use the principles of behavioral economics to create the best engagement strategies on the planet. We work with expert academics who advise us on the latest research on human behavior, engagement and decision-making. We use non-cash rewards and recognition to engage and motivate employees and sales teams. Check out our case study library to see how our customized and results-driven solutions have helped clients all over the world.The end of a promotion, quarter or year has salespeople everywhere bracing for the inevitable dash to the finish line. Sales leaders prepare pep talks, goals are reset and meaningful metrics are tracked, stacked and attacked like there’s no tomorrow.
Before you race toward what’s ahead, take a deep breath and finalize your plan. Use these nine trends to help you reward reps at all levels and in turn, make your entire sales organization more effective than ever.
#1: The more the merrier
Sales organizations that regularly reward over 50% of their sales team (beyond salary and commission) show higher gains in revenue and retention than those who do not.
What you can do
It’s tempting, and sometimes easier, to only focus on the top performers in your organization. However, why would you ignore the potential overall sales lift you could get from everyone else? Rewards don’t have to be huge – they can be as simple as recognition for initial contributions or teamwork.
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