Category: Sales Incentives

Sales Incentive programs

Channeling Success

October 22, 2019 by

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.

A Welcome Message

July 28, 2017 by

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 »

Spotlighting Merchandise Rewards

September 8, 2016 by

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 »

Gamification in Incentive Programs: Of Leaderboards and Checkers Boards

August 26, 2016 by

Incentive Program Gamification: Key Takeaways Gamification in incentive programs uses game-elements — like points, competition, status — applied to non-game contexts (e.g., sales, channel performance) rather than true games of chance. It’s important to distinguish between “gamification elements” (leaderboards, badges, status visuals) and interactive games of chance (spin wheels, hidden-ball cups) because the regulatory, motivational… Read more »