Compensating New Sales Roles: How to Design Rewards That Work in Today's Selling Environment

Using Contests and Recognition

As companies implement increasingly more sophisticated telechannel resources, the basics of management and motivation should be used as building blocks for an effective compensation program. While incentive compensation is a visible motivational tool, many companies have traditionally used periodic contests and formal recognition programs very successfully to motivate and reward teleresources. These programs may be used in addition to or instead of formal incentive compensation plans for teleresources; most frequently they are an additional program that is used to focus efforts and motivate individual contributions to team success. Contests and informal recognition (a thank-you note from your boss, a "lunch is on ...