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Sales team motivation

  • A variety of colorful gift cards are scattered across a wooden surface. The cards are in shades of green, blue, orange, and yellow, each with the text Gift Card written on its surface.

    Article

    Points versus gift cards

    The New Rules of Engagement® research shows employees who feel their organization’s incentives are exciting are eight times more likely to be inspired at work. But not all rewards drive behavior change and results.

  • A small, square gift box wrapped in light blue paper sits in a corner against a blue background. It is adorned with a glossy white ribbon tied in a bow on top.

    Article

    The trouble with money

    If you ask anyone, they’ll say cash is more appealing. But based on years of research and practical application, we know inspiration is more powerful than money when it comes to changing behavior.

  • Close-up of an illuminated light bulb on the right with a glowing filament. On the left, white text reads, Tackle the challenges with sales incentives to drive results. The background is dark with soft, abstract bokeh lights.

    Article

    Leveraging sales incentives

    Creating an effective sales incentive program is crucial for driving performance and achieving business goals. Here are some things to consider when designing a successful sales incentive strategy.

  • Hands of two people using a credit card machine. One hand holds a credit card, and the other operates the machine. Text on the image reads, In retail, the last four feet makes all the difference.

    Article

    Winning the last four feet

    For brands operating in retail, success is determined by the ability to “win the last four feet” – the critical interaction between the customer and the retail associate. Regardless of the advertising budget, it can all be rendered ineffective if a competitor excels in that final interaction. Conversely, outperforming competitors in those crucial moments can offset their advertising spend.

  • Close-up of hands holding pens over financial documents with charts and graphs. A calculator is on the table. The scene suggests a collaborative business or financial planning meeting.

    Case Study

    Tapping into success

    A large beer manufacturer aimed to gain market share in the Economy beer segment by motivating Distributor Sales Representatives (DSRs) to set up retail displays. Using a rewards-based incentive platform, DSRs submitted display claims and earned points. The program led to a significant increase in claims, doubling the number of cases sold and achieving a 4:1 ROI. Discover the full story and results in our case study.