Even though incentive programs have been shown to be beneficial, organizations frequently fail to fully utilize them due to a lack of understanding of how to design properly constructed programs that produce the desired results. Managers and team leaders can avoid common mistakes by being aware of them right on time before they become obstacles to developing novel motivation strategies.
Here is a list of some of the most common mistakes that businesses make when developing a channel partner incentives or sales incentive program.
Timing
Is an incentive program the ideal tool for pulling your sales team out of trouble? Not quite. Sales have natural difficulties and implementing a rewards and incentives program when the team is already struggling is not going to help much. In fact, your team members will become even more frustrated at missing prizes. Instead, the best sales incentive programs are proactive, long-term arrangements that are in place all year. Overall, consistency will boost team morale and performance across the board.
Lack of Consistency
Is every employee rewarded for the same work, or do you use it on a more ad hoc basis? If you do not create consistency in your program, some of your sales team members will feel unfairly treated and have mistrust when they see someone receiving a reward for tasks that they have also completed. A point system can help to create consistency. Employees earn points for completing a specific action, which they can then spend on a reward of their choice. Team members will have a better understanding of what behaviors will earn them rewards and incentives, and they will have more control over their prizes. Points are the perfect way to prepare for everyone’s differences while keeping your program stable.
Inappropriate Technology
It is much more difficult to maintain consistency if you are using an incentive platform that does not meet your needs. Worse still if you do not use any technology at all. When using a paper-based points-logging system, for example, it is much easier to enter incorrect information and miss the reward that an employee deserves. A digital platform that provides all the information an employee requires, such as how many points they have and how the program works, will help your program achieve much-needed quality.
Simply Incentivizing Sales
It is quite common for a rewards and recognition program to solely focus on revenue. A good salesperson, on the other hand, exhibits a variety of behaviors. Completing training and product demos, increasing lead referrals, and maximizing cross-selling opportunities are all activities you should incentivize to build the best and most balanced sales team possible.
Final Words
If you need help in creating a sales incentive program or channel partner incentives that work, contact our expert team at Zaggle Propel. Your salespeople will constantly develop your brand with us on their side. We specialize in motivating employees to meet their key performance indicators, maximize cross-selling opportunities, and increase lead referrals while reinforcing positive behavior and engaging team members.
