Maximising Your Sales Channel Through a 'Points' Incentive Program

Points programs are becoming more and more prevalent in Australia as the war for market share & customer acquisition becomes more competitive. Rewarding your sales team is a great way to increase their morale, improve efficiency and drive more sales. Here are a couple of key ideas for a points based program to get you going in the right direction. Remember, your business is unique, so these suggestions are general, and you should view these as broad guidelines

Have a clear strategy behind any program you put in place:



Gather sales data & analyse it - discovering your sales force strengths & weaknesses

Determine the best approach to get maximum involvement

Make this strategy very clear to your participants

Make sure the strategy is flexible as it may need to change in the future

Push the right buttons by getting points amounts correct:

Give smaller points amounts at quite a high frequency

Don't reward 'everyday' achievements, start giving points as the salespeople push their limits - a quick incentive to carry on will go a long way

Make Sure Rewards are exciting & aspirational



Ask your staff what would motivate them

Try & stay away from gift cards, which become synonymous with cash & can be seen as expected rather than a 'reward'

Do not give a token gesture - make sure the rewards have some quality value

Don't just reward results



The purpose of an incentive program is to drive repeat behaviours

Reward a behaviour that leads to a positive result, 'on the spot' awards are good for this

Certificates of achievement & peer to peer or manager nominations can help also as 'soft recognition'

Outsource

Outsourcing saves administration time; is safe, secure & by choosing carefully, reward ranges are exceptional & will have something for everyone.

There are expert businesses in Australia who work with you to get the absolute maximum out of your Incentive program.

Tom Ryan recommends Accumulate for employee recognition and [http://www.accumulate.com.au/Content/EmployeeRecognitionandReward.aspx]reward programs. Accumulate are one of Australia's leading performance improvement companies, with a key focus on [http://www.accumulate.com.au/Content/aboutus.aspx]performance visibility & driving results.

Article Source: http://EzineArticles.com/?expert=Tom_P_Ryan http://EzineArticles.com/?Maximising-Your-Sales-Channel-Through-a-Points-Incentive-Program&id=1653949