Best Practices in Sales Recognition Programs
This 19-slide presentation evaluates 84 companies on the prevalence and mixture of tangible and intangible rewards used in sales recognition programs. Also included in this study is an analysis on how program budgets are determined. The lessons learned section includes open-ended responses illustrating how companies motivate staff and increase sales. This study can be used to guide the development or improvement of recognition programs to keep sales staff motivated. This research originated from Best Practice, LLC's Internet Benchmarking Exchange Service.
Sales and Marketing > Sales Management > Managing Sales Force > Performance Management
Industries Profiled:
Consumer Products; Pharmaceutical; Biotech; Manufacturing; Utilities; Aerospace; Telecommunications; Retail; Internet; Computer Software; Health Care; High Tech
Companies Profiled:
Nike; Sanofi-aventis; Organon; DSM; Sanofi-Synthelabo Inc.; 3M; Labatt Breweries; Bechtel; Allergan; American Airlines; Berlex Laboratories; Fujifilm; QUALCOMM; Staples; Alza Corporation; SAS Institute; Johnson & Johnson; Norlight Telecommunications; Eli Lilly; Cisco Systems
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Sales and Marketing > Sales Management > Managing Sales Force > Performance Management
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