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Tech Company Combats Sluggish Economy With Sales Force Incentive Program

Challenge: Increase sales by 20% per sales associate.
A technology company began experiencing economic pressure and decided they wanted to motivate the sales force in response. To compensate for losses generated by the economic climate, the company decided that increasing sales by 20% per sales associate would be appropriate. The company wanted a way to motivate their employees to achieve these new goals and to recognize employees that were able to do so.
Solution: A sales incentive program that rewarded employees with crystal awards for meeting their goals.
The company decided to design a sales incentive program around the concept of a boat race. Therefore, they chose a sailboat as the symbol for the recognition award because of the unique play on the words “sail” and “sale.” Consequently, the company chose a crystal sailboat award in three sizes to recognize employee achievement. The sales incentive program rewarded associates on a quarterly basis. Each quarter, individual sales were measured. If an individual had an increase in sales, they received one of the promotional crystal awards.
Result: The program was a huge success, increasing sales by 20 percent.
The sales force enjoyed the competition and truly appreciated receiving their beautiful imprinted crystal awards. The incentive program was a huge success, increasing sales by 20 percent! Many employees kept their awards on display year round to foster friendly competition with their co-workers. The company was thrilled with the results and is looking forward to running similar incentive campaigns in the future.

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