TOP 10 SALES INCENTIVE STRATEGIES
OF TOP-PERFORMING COMPANIES

90% of top-performing organizations utilize sales incentive programs compared with 75% of average organizations, but that’s not all that sets them apart. Take a look at how they view their programs differently. 

1

THEY BELIEVE IN THE CAUSE

79​%

Say their executives believe rewards and recognition are a critical tool in managing company performance versus 54% of average companies. 

68%

Believe rewards and recognition influence behavior versus 36% of average companies. 

68%

Believe their program reflects who they are as a company versus 38% of average companies. 

They’re also more likely to engage an outside partner’s reward and recognition expertise, the benefits of which can pay for the investment itself—and then some.

LEARN MORE ABOUT PARTNERING WITH A SALES INCENTIVE EXPERT

2

They Have Strong Executive Support

Executives and leaders are driven in large part by results. If gaining leadership advocacy is a challenge, make your case using proof.

CHECK OUT THIS SALES INCENTIVE CASE STUDY

3

They Streamline Their Initiatives

41% have a single non-cash sales incentive program (rather than multiple) for the entire company compared with 12% of average organizations. 

A streamlined approach offers clarity, which impacts engagement. According to one Quantum Workplace study, employees who didn’t have a clear understanding of the [opportunities] provided to them were 20 percent less likely to be engaged than employees who did. 

3

They Streamline Their Initiatives

41% have a single non-cash sales incentive program (rather than multiple) for the entire company compared with 12% of average organizations. 

A streamlined approach offers clarity, which impacts engagement. According to one Quantum Workplace study, employees who didn’t have a clear understanding of the [opportunities] provided to them were 20 percent less likely to be engaged than employees who did. 

4

They Budget From the Bottom Up

Top-performing companies are almost twice as likely to calculate the appropriate investment based on the participant’s income and stats (from the bottom up) versus on the prior year’s spending and overall financial performance (from the top down). 

Top-performing companies are almost twice as likely to calculate the appropriate investment based on the participant’s income and stats (from the bottom up) versus on the prior year’s spending and overall financial performance (from the top down). 

The takeaway: Top-performing companies view their programs as investments, not expenses. 

LEARN MORE ABOUT DRIVING PERFORMANCE THROUGH RECOGNITION AND INCENTIVE PROGRAMS >

5

They Give Higher-Value Payouts

Top-performing companies feature higher non-cash incentive payouts annually for the average salesperson. 

And, they offer higher values for the top award a salesperson can earn.

6

They Prioritize Incremental Growth 

Top-performing companies were more likely to use individualized sales quotas and per-unit programs, promoting incremental growth, while average companies were more likely to leverage top-performer incentives, and team and discretionary recognition, only. 

It’s not just about top-performing individuals anymore. Leveraging strategies like audience segmentation and/or setting individualized goals for each sales team member can transform your results. Completely.

LEARN MORE ABOUT AUDIENCE SEGMENTATION >

6

They Prioritize Incremental Growth 

Top-performing companies were more likely to use individualized sales quotas and per-unit programs, promoting incremental growth, while average companies were more likely to leverage top-performer incentives, and team and discretionary recognition, only. 

It’s not just about top-performing individuals anymore. Leveraging strategies like audience segmentation and/or setting individualized goals for each sales team member can transform your results. Completely.

LEARN MORE ABOUT AUDIENCE SEGMENTATION >

7

They Put Rewards Within Reach. For Everyone.

56% aim to ensure each participant receives a reward or recognition at some point during the program rather than rewarding only for “truly exceptional” performance, compared with 28% of average companies.  

Though one size doesn’t fit all, it is possible to design a recognition and reward program that motivates the masses. 

LEARN MORE ABOUT HOW TO MOTIVATE YOUR PEOPLE

8

They Prioritize Analytics 

A defined measurement plan and insightful analytics should be foundational to every incentive program—they promote strategic, continual refinement en route to goal achievement.

9

They Communicate Strategically

82% leverage existing communications (e.g. corporate communications) to reinforce their programs versus 46% of average organizations. 

Integrating program details into broader company communications provides big boosts in reach and influence. And it offers clarity, which ultimately drives engagement.

10

They View Their Programs More Favorably

Top-performing companies are more likely to rate program participation, budget, manager buy-in, staffing support and corporate goal alignment as “excellent”. 

Favorable perception is what leads to increased budget, and that opens the door to enhanced everything. Strategy, technology, rewards, analytics, and more. 

10

They View Their Programs More Favorably

Top-performing companies are more likely to rate program participation, budget, manager buy-in, staffing support and corporate goal alignment as “excellent”. 

Favorable perception is what leads to increased budget, and that opens the door to enhanced everything. Strategy, technology, rewards, analytics, and more. 

Ready to Start Looking at Your Sales Incentive Strategy Differently?  

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