Category: Sales Incentives

Sales Incentive programs

Channeling Success

Channel partners play an important role in marketing and selling manufacturer’s or producer’s products, services, and technologies.  In an increasingly competitive marketplace, a channel partner reward program can be effective by focusing on behaviors that drive bottom-line success.

A recent study conducted by the Incentive Federation concluded that 43% of all businesses use non-cash channel reward programs.  The Incentive Research Foundation (IRF) has also shown through case studies that non-cash channel programs can increase total revenues by as much as 32% and market share by 30%.

Objectives Identified

The IRF lists the following top business objectives for channel rewards and incentive programs among US organizations over $1 million in revenue (2019 data):

  • Product or brand awareness (71%)
  • Sales and market share (67%)
  • Customer loyalty and satisfaction (55%)

Measuring Success

According to the IRF’s channel partner Toolbox, channel rewards and incentive programs provide both tangible (increased revenue, new customers, increased market share), as well as intangible (culture, collaboration, teamwork) benefits.

The IRF’s channel partner toolbox offers real-world information about the effectiveness and value of incentive, reward and recognition programs.  We’ve been designing and managing these programs for decades, and we are glad to assist with any need you may have.

The Reward Debate

A common topic in our industry centers around the benefits of differing reward types and their effectiveness to motivate when used in incentive and recognition programs.  With much discussion and debate, many have offered theories and best practice formulas to substantiate their positions.  Today we are fortunate to have more resources than ever which focus… Read more »

A Welcome Message

Today I once again direct your attention to the very useful Marketing Profs newsletter, where a recent entry by Laura Forer entitled The Indispensable Welcome Email [Infographic] caught my eye. This well-constructed infographic highlights the value and impact of effective communications, especially at the start of the business relationship. Regular readers of this blog will… Read more »

Participant Experience: Survey Says …

Our web-based incentive points platform features many modules designed to enhance the participant experience.  Our clients use these to ensure participant engagement and maximize the benefit of their sales incentive or employee recognition programs.  Whether it is the utilization of graphic goal trackers for a sales incentive program or the utilization of badges for “shout-outs”… Read more »

Spotlighting Merchandise Rewards

Small businesses are experiencing high levels of success utilizing incentive programs that feature merchandise rewards, according to a recent IMRA (Incentive Manufacturers and Representatives Alliance) survey/study.  The survey was conducted in partnership with the IRF (Incentive Research Foundation) and focused on companies with between $1 million and $50 million in annual sales. IMRA found that… Read more »