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Stop Avoiding layered Incentives (and Learn to Love Them)

Sales and Marketing Management

Issue Date: 2014-11-21. Teaser: Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their products. Author: Dan Hawtof, Parago Executive Vice President.

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10 Incentive Travel Facts You Can Put To Good Use

Sales and Marketing Management

The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day. 38 percent of all U.S.

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Gamification Is Already Part of Your Incentive Program

Sales and Marketing Management

Issue Date: 2014-05-02. Teaser: In incentive marketing, there’s a great deal of chatter about gamification, but the thinking behind it can get pretty murky and it’s important to understand how this “must have” really works. Author: Susan Adams. read more'

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A Sales Leader’s Blueprint for 2014

SBI Growth

You know you need to begin planning for 2014 now. Steve asked us to stress test his 2014 sales plan. Steve told us he was going to build 3 elements into his plan for 2014. Change the compensation plan to incent new logo growth by adding an accelerator. Complete the Strategy Blueprint Tool for 2014. This is flawed.

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Inside the Mindset of Users and Non-users of Incentive Travel

Sales and Marketing Management

Issue Date: 2014-09-01. Teaser: When Sales & Marketing Management magazine and the SITE Foundation initiated a comprehensive survey on the use of incentive travel, they knew that some of the most illuminating information would come from non-users of this motivational tool. Author: Paul Nolan. read more'

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Can motivation be coached?

Sales and Marketing Management

Author: Paul Nolan When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Bill Bartlett, author of “The Sales Coach’s Playbook: Breaking the Performance Code,” went even further, expressing his disdain for short-term incentives. Hire motivated salespeople,” he exclaims. “If

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3 Key Insights Management Can Learn from an Inside Sales Team

Sales and Marketing Management

Issue Date: 2014-06-16. Managers who understand the value of the up-to-date information that inside sales teams can provide are often rewarded with professional success and significant incentive payouts. Author: Bonnie Rodden, President, C-Level Connections. read more'