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How To Wreck Your Sales Incentive Program

Jan 01, 2012

Written by: Walter Ruckes
(View Author Bio)

Five mistakes to avoid when building a sales incentives program.

Download this paper and learn how to create an effective sales incentive program.

After watching a presentation about a sales incentive program with very clear goals, excellent tracking and huge results, I was talking to our company’s account director who shared the story. The list of accomplishments was impressive:

Knowing that many of my team members and customers would be eager to hear how this success was achieved, I started firing off questions:

  • How did you get those results?
  • How do you promote the program?
  • What is your “secret” to success?

He laughed and said there are no big secrets to success. There are right ways and wrong ways to run incentive programs and the company who previously ran this program had run it the wrong way. He gave me this list of what not to do… so if you want to wreck your next incentive program, follow this list:

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Walter Ruckes

Walter Ruckes

Vice President
Life Sciences & Healthcare

As Vice President of BI WORLDWIDE’s Life Sciences & Healthcare Group, Walter Ruckes' primary focus is to develop engagement strategies and solutions that change the behaviors of employees, salespeople, channel partners and customers. With over 25 years of experience, Walter has developed strategies and programs for teams of all kinds.