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Sales Incentive Programs: The Critical Components

Your sales incentive program treads a very thin line. On one hand, it needs to motivate your team members to achieve new goals. On the other hand, it needs to not alienate other team members who maybe have more challenging territories or aren’t as experienced as the reps who frequently reach individual and team goals. So, what do you look for in an incentive program? Mark Houck is Director of New Business Development at Xceleration, and he believes there is no bigger, more important element of a successful sales program than a quality sales incentive platform. “There is an opportunity fo...

July 18, 2018

The Key to Motivating Sales Performance [Infograp...

A sales incentive program is an excellent way to reward high-performing sales people, and give new salespeople the jumpstart they need to succeed.

August 7, 2017

Taxation Considerations [Infographic]

Offering employees rewards and sales incentives is an important part of engagement and job satisfaction. However, it can be difficult for employers to know the right approach to take for implementing reward programs, especially when federal and state laws and regulations constantly seem to change. Fortunately, familiarizing themselves with taxation requirements can significantly help corporate leaders in the execution of effective incentive and reward programs. Income tax There are a wide range of rewards that businesses can provide team members, such as gift cards, travel points and ...

March 10, 2016

Flexible incentives keep sales strong [Video]

At any given time, a sales department will be pursuing a number of objectives. These goals can be highly varied, and leaders may be wondering how to pursue them all. Hi, and welcome back to the Xceleration blog.Sales incentives can help achieve these targets, as they have the potential to suit any situation.An incentive can be attached to any sort of statistic within the sales department. From sales volume to improvement over time, employees can be incentivized as individuals or teams, and over any amount of time their leaders feel is appropriate. No matter what point managers are trying to...

January 13, 2016

Great sales incentives keep employees reaching hi...

Getting a salesperson to a new level of productivity is a great result for an incentive program, but leaders don't have to settle for just one instance of improvement.Hi, and welcome to the Xceleration blog. It's easy to see how a well-chosen incentive can increase a salesperson's engagement and productivity. But what happens next? If companies have comprehensive and well-developed rewards strategies, a new tier can open up, encouraging team members who have already improved their performance to go further. Having a variety of rewards that trigger progressively greater sales goals is a way ...

December 15, 2015

Improving incentives in the direct sales industry...

Improving incentives in the direct sales industry While incentives are a virtually universal way to increase sales performance, each industry applies these programs a little differently. For instance, the world of direct sales, defined by independent sales consultants instead of on-staff employees, has a few unique best practices. By embracing and harnessing these competencies, leaders in the market can position themselves favorably and drive great results. Changing the tone Current incentive programs in the direct sales industry may be poorly optimized. If leaders focus too much on the...

December 10, 2015

Incentives help increase direct sales in multiple...

Getting a direct sales organization to grow can mean a few different things. For instance, is it more important to add more representatives to the team or to increase the volume of sales each of those consultants makes? The true answer is that both types of expansion are vital, and if companies can combine them - sign up more individuals who are each more productive - the sky is the limit."Modern incentives can go beyond one-dimensional sales improvement."Therefore, it's important for leaders to consider implementing HR programs that inspire more than one type of improvement w...

December 7, 2015

Incentives in direct sales can counter employee t...

Many direct sales companies struggle with a very important problem - these businesses are having trouble retaining their sales contractors for lengthy periods of time. In turn, that lack of continuity brings its own problems. Hiring becomes a necessary way to keep staff levels constant instead of an optional process that leads to expansion. Training needs to be carried out at all times, as new teams of professionals are arriving constantly. If they cannot hold onto their contractors, direct sales companies may find that they lack new top-performing workers, as individuals depart before they...

December 4, 2015

Improving incentives in the direct sales industry...

While incentives are a virtually universal way to increase sales performance, each industry applies these programs a little differently. For instance, the world of direct sales, defined by independent sales consultants instead of on-staff employees, has a few unique best practices. By embracing and harnessing these competencies, leaders in the market can position themselves favorably and drive great results.Changing the tone Current incentive programs in the direct sales industry may be poorly optimized. If leaders focus too much on their top performers, they may find a single, entrenched g...

December 2, 2015

Direct sales: A new take on incentives [Video]

The direct sales industry bring unique challenges - how can managers get the most out of their teams when those salespeople are part-time contractors instead of direct employees? Incentives can help, especially if they are deployed correctly.Hi, and welcome to the Xceleration blog. While sales incentives are a rather obvious way to motivate representatives within direct sales companies, these programs often miss an important detail - they focus all their rewards on the top 20 percent of workers, leaving nothing for the rest of the team.If long-tenured salespeople are the only ones who ever ...

November 18, 2015

Strategic sales boosts come from incentives [Video]

Every industry has its crunch times, high-volume months and weeks when a little extra focus on sales processes would go a long way. Enter sales incentive programs.Hi, and welcome to the Xceleration blog. Sales incentive programs that track and reward achievement year-round can include seasonal bonus periods that add extra incentive when it is most needed. In general, keeping incentives evolving is simply a good practice, as it will keep complacency from setting in.The rewards given out during these intense sales periods will serve as reminders of jobs well done year-round. Organizations nee...

October 16, 2015

Keeping sales strong over time [Video]

Companies that can't keep enthusiasm up among their sales teams will have trouble competing, but how can leaders bolster this important trait?Hi, and welcome to the Xceleration blog. Sales incentive programs may be the key to ensuring employees aggressively pursue their sales targets over months and years. The nature of these programs keeps inertia from setting in.For instance, leaders can ensure rewards are given to performers who reach their goals over short periods of time. This high frequency prevents long fallow periods with no bonuses on the horizon. When it's time for a particular pu...

September 14, 2015