News And Views

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 […]

7 Smart Ways to Use Channel Incentives in B2B Marketing

Channel incentives can be a great way to improve your B2B marketing and build better relationships with your most important sales channel customers. A channel incentives or distributor loyalty program that’s seamlessly executed, complements your business objectives and has a solid value proposition could be the thing that sets you apart from your competitors and […]

How Do Sales Incentive Programs Increase Job Satisfaction?

It is well documented that today’s businesses are doing more with less. That means salespeople, like all other types of employees, are taking on more stress and responsibilities, pressured to gain share in crowded markets. It also means that chances of burnout, exhaustion and demotivation are higher. You can only lose so much money to […]

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 […]
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