News And Views

The Psychological Power of Unexpected Sales Incentives

There are two types of rewards in any incentive program. One is expected rewards, given out for achieving sales goals or completing projects. The other is unexpected rewards, given spontaneously for on-the-spot accomplishments. Both types have their place in any healthy sales incentive program, but unexpected rewards are often pushed to the wayside by program […]

Using Game of Thrones to Understand Sales Motivation

A comprehensive sales motivation strategy isn’t always easy. Your salespeople might be bringing home the gold or losing their heads under pressure. Some may be motivated by travel incentives, while others value hard-earned, tangible trophies over cash rewards. With so many different personality types in any given sales team, it can be tough to know […]

Why Are Non-Cash Rewards Better than Cash?

Imagine going down on one knee to ask the love of your life to marry you.  Now imagine, you pull out the ring box and open it up to display a wad a cash and you say, “You can pick out whatever ring you want for this amount of cash!”  You might not get the […]

How to Set up An Incentive Program – Research

Why Non-Monetary Sales Incentives Trump Cash [Q&A With Ken Thoreson] When it comes to sales games or contests, monetary incentives are not the best options in my opinion. What is important is value and meaning. In building incentive programs or contests, you need to make non-monetary rewards meaningful. The reason cash is not the best […]

Why Non-Cash Sales Incentives Are More Motivating Than Money

Everyone from academic behavior economists to business consultants has devoted research to figuring out what motivates humans to work harder. Most of these studies come to the conclusion that, when motivating people using incentive rewards, non-cash rewards have a greater impact on performances due to the stronger emotional responses they elicit. What does this mean […]

The Channel Incentive Playbook

Improve channel marketing and management. Channel marketing is essential to running a successful B2B business because sales depend on a select few channel sales partners. We wrote the book—literally—on using sales channel incentive programs to improve channel marketing. Check out our free Channel Incentive Playbook for more information on incentive programs can help you: Develop […]

Demographic Specific Incentive Programs Effect on Business ROI

Did you take the demographic of your participant base into account when setting up your incentive program? Loyaltyworks CEO, Steve Damerow, explains the importance of tailoring your program to the demographic of your participants, and how doing that can help your incentive program grow. Save money, drive employee motivation and move your sales needle with […]
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