I always recommend to include the “steps to the sale”. The important parts of your sales process that feed the pipeline are just as important as the final deal because without a full pipeline there is nothing to close. So training, appointments, proposals...
Similar to the FedEx Cup in golf, where they use the normal tournament stats to feed an overlay, we can look at subcategories of your individual sales rep performance that can feed bonus opportunities. But again, this needs to be carefully designed to not draw...
Be absolutely sure that the program goals do not conflict with your performance goals that are necessary for them to hit their numbers. They are already juggling a mix of priorities so the program should offer more support and motivation to perform against core...
This will depend on a variety of baseline data. Are sales currently flat, rising, dropping? Is the product well established or new? How is it positioned against the competition? Generally, we want to move you beyond your current sales goal OR the program is an...
A service award is part of a formal program that recognizes an employee that has served a specific period of time in your organization. It was typical for the first milestone of recognition to be after the accomplishment of 5 years of service, but more and more we...
