When it comes to Salesforce incentives,cash compensation commands the lion’s share of attention, and typically represents the sales organization’s single largest expense. As a result, the role of non-cash rewards is often overlooked. A growing body of research suggests that non-cash, tangible rewards can produce a bigger bang for the buck in motivating salespeople; and while no substitute for competitive pay, non-cash reward programs provide a valuable complement to cash compensation, and cost effectively enhance a sales organization’s total employment value proposition to salespeople.
In this webcast we examine the effective use of non-cash rewards in the sales organization: how they work differently than conventional compensation, where they reach that cash can’t, and how leading firms design contests and reward programs that complement and strengthen total compensation.
Topics include:
- The limitations of sales cash compensation.
- Where non-cash rewards have an advantage.
- Research supporting non-cash rewards’ favorable return on investment for sales organizations.
- The attributes of effective non-cash contests and reward programs.
- Case study examples of highly effective non-case rewards programs.
- Using competition and gamification to positively impact sales culture.
- How firms balance cash and non-cash rewards in their overall incentive strategy.
This webcast is intended for sales compensation, sales operations, sales effectiveness, revenue operations, and commercial leaders, along with any executive responsible for sales force motivation and incentive spend, who want greater return from their reward investments.
This session is free to join and open to the public. Become a basic member ($0), login, and return to this page to register.
