Rewarding & Recognizing Top-Performing Sales People
STUDY OVERVIEW
Sales leaders and organizations that regularly meet and exceed revenue targets have mastered the art of motivating their sales representatives. Organizations that desire to recruit and retain top sales personnel can use the findings in this study to determine strategies and best practices for understanding and engaging top-performing sales personnel. This study was undertaken utilizing key benchmark metrics and executive insights to assess current trends and future directions of rewards and recognition programs targeting top-performing sales representatives.
KEY TOPICS
- Incentives for Driving Sales Performance
- Incentive Program Investment
- Incentive Program Excellence
- Planning Successful Communications
- Measuring Incentive Program Success
KEY METRICS
- Sales Personnel Turnover Rates
- Top-Tier Incentives Provided
- Top-Tier Incentive Expenditures
- Travel Reward Incentive Values
- Cash Reward Incentive Values
- Incentive Values of Points/Vouchers and Gifts/Prizes
- Second-Tier Incentive Values
- Second-Tier Incentive Expenditures
- Effectiveness of Premium Travel
- Effectiveness of "Other" Travel Incentives
- Free Time Versus Planned Activities in Incentive Travel
- Management Interaction in Incentive Travel
- Accompaniment for Incentive Travel
- Alternatives to Incentive Travel
- Effectiveness of Cash & Voucher Incentives
- Duration to Measure Incentive Program Effectiveness
- Frequency of Incentive Program Communications
- Modes of Incentive Program Communications
- Rewards & Recognition Program Budgets
- Rewards & Recognition Program Staffing
METHODOLOGY
| This research was based on benchmark survey data and executive interviews of more than fifty participants from pharmaceutical, biotechnology, financial services and other industries requiring high-performing sales personnel. |
Sales and Marketing > Sales Management d
Industries Profiled:
Health Care; Pharmaceutical; Diagnostic; Diversified; Financial Services; Manufacturing; Telecommunications; Consumer Products; Medical Device; Insurance; Service; Professional Services; Biotech
Companies Profiled:
Abbott; Wyeth Pharmaceuticals; W.L. Gore and Associates; Vanguard; UNISYS; Thomson Healthcare; Telus Corp.; Telstra; Takeda Pharmaceuticals; Swift and Company; Smiths Medical; Schering-Plough; Ranbaxy; Pro-Pharma; PNC Financial Services; Oscient Pharmaceuticals; Orion Pharmaceuticals; Organon; Johnson & Johnson; Novartis; Nationwide Insurance; Merck; Marriott; Maritz; Lifetouch; Janssen Cilag Pharmaceutical; Roche; GlaxoSmithKline ; Ethicon Endo-Surgery Inc.; Eli Lilly and Company; Electrolux Kelvinator Limited; Eaton Corp; Dey; Crest Healthcare; Countrywide Financial; Cintas; Cargill; Boehringer Ingelheim; Biovail; AstraZeneca; American Express
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