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The importance of accurate sales incentive program measurement

There are few methods of stimulating a little friendly competition among sales professionals than a well-crafted incentive program, as this approach to motivation can really get the ball rolling on productivity increases in a short period of time.

There are few methods of stimulating a little friendly competition among sales professionals than a well-crafted incentive program, as this approach to motivation can really get the ball rolling on productivity increases in a short period of time. However, businesses cannot simply create and dangle a carrot in front of employees and expect optimal results. Rather, sales incentive programs must be created in earnest and with measurement in mind right from the outset. 

One of the first steps toward accurately measuring the impact of sales incentive programs is to understand the state of affairs before initiatives are launched.

MarketingProfs recently suggested that managers and other leaders take a look at the channels through which transactions are being conducted, prospects are being contacted and clients are interacting with sales staff. The source pointed out that Google estimates screen-based occurrences comprise roughly 90 percent of all media interactions in the current market. 

This is not to say that traditional face-to-face interactions have been completely wiped off the map, but more so that prospects are being identified and attracted to businesses through digital platforms and channels. According to the news provider, markets are growing, and new online environments and transactions are moving along faster, meaning that leaders must adjust certain strategies to enable stronger performances among their sales staff. 

When it comes to incentive programs, measurement of sales performances per each channel and platform might highlight which areas of the department need to be improved. Once gaps have been identified, it might help to target incentive programs in these specific areas to holistically strengthen the sales department. 

Ever wonder how SOC 2 compliance might impact the success of sales incentive programs? Click here to download our white paper.

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