Chapter 32
Sales Contests Connected to Training
CHAPTER OVERVIEW
How to Build a Great Incentive Program for Your Sales Pros
Incentive, Recognition, and Performance Improvement Programs
Incentives vs. Recognition
A Comprehensive Reinforcement System
Key Elements of Successful Programs
Measurable Program Objectives
Realistic Program Objectives
Specific Program Period
Carefully Selected Participants
Significant Award Opportunities
Appealing Awards
Clear Rules
Frequent Program Communication
Performance Reporting
Budget Considerations
Clear Benchmarks for Program Success
Ongoing Observation/Analysis
Post-Program Evaluation
Cash vs. Non-Cash Awards
Cash Awards
Advantages of Non-Cash Awards
Common Mistakes with Incentive and Recognition Programs
Setting the ...
