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Sales programmes
Objective
To increase sales and increase company profits.
Considerations
Assessing the channels of distribution for any sales-based incentive programme includes looking at the industry environment, including products, services, customers and what the competition is doing. Sales, dealer and consumer programmes are funded by the profit they generate and each programme will include budget allowances for awards, promotion, administration, research and training.
Measurement
Incentive programmes which are designed to increase sales are naturally easier to measure than the less tangible employee scheme. At Capital Incentives we tailor each programme to the individual needs of your business and with our particular expertise in this area of incentives we have made a noticeable difference to both participant and profit performance for many of the UK’s leading companies.
Examples of Programme Types
Sales team incentive programmes
If you want to motivate your sales force to sell your own products and services, you need to really sell the programme to them. Exciting and informative launch materials, realistic targets, regular progress updates communicated effectively, all combined with continued enthusiasm from the sales manager sponsoring the incentive, will ensure your incentive achieves optimum results for you.
Dealer/Distributor incentive programmes
Motivating independent representatives who have a choice of different brands and products to sell is a different proposition from rewarding an internal sales force. The message needs to be clear and simple. A complicated incentive structure will be an instant turn-off. Participants need to be encouraged to buy into the incentive through a good choice of awards, frequent payouts, or a reward mechanism that stands out from other incentives, as well as regular feedback.
Consumer programmes
A programme appealing to consumers is obviously catering for a very broad market, therefore instructions on how to take part must be very straightforward and rewards need to be easy to claim. Choice is paramount with such a wide-ranging audience and any promotion needs to be frequently updated to keep consumers interested.
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Download The Motivation guide, a definitive guide to improving the performance of your business and your people
Use 8 key steps
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Set goals that are achievable
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Communicate effectively
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Have lots of winners
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Make awards frequently
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Have a ‘most improved’ reward
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Have an employee of the month
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Present rewards with style
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Encourage sustained effort
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