Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them

Sales and Marketing Management

While on the surface, this incentive strategy had some validity, the results were not what the company predicted, or wanted. Second, many of these performers were married and the idea of travel, even incentive travel, meant their families would be on their own for a few days. They also presumed everyone would like to get away for a few days, and of course, who wouldn’t want to spend quality personal time with their company’s leaders?

The MBO Bonus – Definition, Tips, and Considerations


These bonuses pay employees based on individual tasks and thus, are highly motivating incentives. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Definition of MBO Bonus.

Sales Performance Improvement

The Digital Sales Institute

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. Sales Performance Improvement should not be confused with sales training or incentives.

4 ways to use your CRM to power your sales and marketing feedback loop

Base CRM

Marketing should be open to receiving feedback, and sales should be constructive with suggestions. Of course, just as your feedback loop requires a CRM, it also needs aligned goals and metrics to survive. Create shared goals between sales and marketing, as well as choosing a common set of performance metrics and incentives. Aligning sales and marketing teams is a struggle for many companies. When departments aren’t aligned, it can trigger multiple problems.

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A Playbook for Data-Driven Sales Enablement


If you are still tracking and reporting on course completion rates or certification numbers, the odds that you’ll be getting the proverbial “seat at the table” are pretty slim. Enablement success…or not?

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23 Ideas for Improving Employee Morale in the Workplace


And of course, while you want your team feeling good, you also want them operating at peak efficiency. How to do it: At Xactly, we use email, of course. Of course, that’s only possible if there is budget to do so. Of course! I need to brag a little.

5 Ways that Sales Can Engage with Prospects without Blind Calling

Cincom Smart Selling

That’s Not Selling ) was greeted with many constructive comments and a surprising number of positive reactions on the part of sales folks. I think given the wonderful reactions to my previous piece, it is only fair that I follow that up with some constructive suggestions of my own.

Working On Trust

Partners in Excellence

A few decades ago, Alfie Kohn wrote that “incentives work–they work to make people want more incentives.” Too often, I think managers try to use financial incentives inappropriately. We have a whole chapter on constructive ways to be trustworthy in tough situations. All our little metrics and incentive systems aimed at closing sales are fundamentally flawed–they encourage us to pursue a goal that is our goal, not our customers’ goals.

Building an Environment of Accountability

The Brooks Group

Of course, your corporate purpose can (and should) go beyond making money, but in our capitalistic society, validation for a business comes when someone raises a hand, says they find value in what you provide, and chooses to buy from you.