Is your Sales Incentive Programme getting stale? Are you noticing a lack of engagement from your team. Follow these tips from Power2Motivate to help!
Sales Incentive Programmes are essential for any sales team. They help to boost morale and sales and are therefore integral to your company's bottom line. However, it's extremely common for these programmes to go stale. Not at Power2Motivate, however. We know exactly what it takes to keep your team engaged in their Sales Incentive Programme. Here are our top tips for rejuvenating yours!
1) Review the criteria
If employees don't see their rewards target as achievable, they simply won't bother to try.
The market may be completely different now to how it was when you first set up your Sales Incentive Programme. So it's essential you regularly review the criteria employees have to meet to qualify for rewards.
For example, a particular revenue generation target may have made sense a year ago, but has the market changed? Or are there new laws regarding cold calling that make it harder to book meetings? These will all impact your sales team's ability to hit the KPIs you've set for them. If employees don't see their rewards target as achievable, they simply won't bother to try. This doesn't mean you need to make the targets easy - just ensure you review them regularly and that they are still possible to hit.
2) Get your sales leaders to run a promotional event
Another common reason a Sales Incentive Programme goes stale is that it doesn't have top-down buy in. If employees know that their managers aren't interested in the programme, it's going to affect their own buy-in. So another easy way to rejuvenate a failing incentive programme is to organise a promotional event run by the sales team leaders. Consider setting up drinks or a dinner to celebrate the achievements of those who've received rewards in the past. This will remind everyone of the programme while also making employees feel more valued, which is a surefire way to increase motivation.
Often an incentive programme can go stale because employees don't understand how it works.
3) Keep it transparent
Often an incentive programme can go stale because employees don't understand how it works. They'll see certain people receive rewards but they won't know what action they've performed to warrant them. This will create resentment and a lack of engagement. The obvious fix here is to be completely transparent with how the incentive programme works. Regularly release updates explaining exactly what people need to do to receive prizes and also put this information on your programme website so employees have it at hand.
4) Show employees how the programme aligns with business goals
Another reason a programme doesn't quite hit the mark is that employees don't understand how it aligns with the company's wider goals. So regularly reminding people of exactly why you've introduced a sales incentive programme and how the action you are rewarding contributes to the wider business is a must. You should have a page dedicated to this on your programme's website, and also remind people through emails.
A Sales Incentive Programme with Power2Motivate
At Power2Motivate we work closely with businesses to produce Sales Incentive Programmes that stand the test of time. We know all sorts of techniques to ensure your programme doesn't go stale, and we can take care of everything, from programme strategy and launch to promotion and maintenance. For more information, contact the team today or request a demo.