How Incentive Programs Can Inspire Good Behaviors

A few weeks ago we talked about how travel incentives and reward programs can motivate your sales teams to increase profits. And while this does make a whole lot of dollars and cents for sales teams, many times when we build an incentive program for our clients, we actually focus less on motivating sales teams to just sell, and more on inspiring positive behaviors.

When we focus on improving the behaviors of your team, increasing your sales profits isn’t the end goal. It’s the positive byproduct of improved company culture. As a result, your company can experience the lasting benefits of an improved team.

When we focus on improving the behaviors of your team, increasing your sales profits isn’t the end goal. It’s the positive byproduct of improved company culture.

Take Adam for example.

Adam is the VP of Marketing at a leading furniture manufacturer. Adam was looking for ways to engage and motivate his dealers in a highly competitive market. He already had a cash rebate program in place for his dealers but this wasn’t moving the needle and he was losing market share to competitors.

When we met with Adam, we talked about his long-term goals and came up with a new strategy. Instead of trying to cut straight to cash incentives, we constructed an incentive travel program that would help Adam to build relationships with his dealers and develop withstanding loyalty to his brand.

Instead of trying to cut straight to the cash incentives, we constructed an incentive travel program that would help Adam to build relationships with his dealers and develop withstanding loyalty to his brand.


 

Through exploratory meetings, we were able to set Adam up with a customized incentive travel program that was tailored to engage his dealers and change their approach to the brand. And the incentive travel program worked wonders. Through building key alliances with his dealers, he was able to move middle tier dealers to the top tier and bottom tier dealers to the middle—resulting in a 41% increase in dealer sales—all by creating loyalty to the brand and promoting a changed behavior in the marketplace.

Adam’s program produced a 41% increase in dealer sales by creating loyalty to the brand and promoting a changed behavior.

Adam also saw a 30% increase in dealer enrollment in his new program and he continues to attract new dealers to his signature travel program who don’t want to miss the one-of-a-kind trip.

 


 

Don’t just spend money on your teams. Invest in success.

Instead of spending money on cash incentives, start investing your money in the types of behaviors you’d like to see from your employees and partners.Then watch as increased profits becomes a positive byproduct
of the new culture you’ve created through strategic incentive programs.

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