Sales incentives programs: How to choose one for your team

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Here at SalesWorks, we understand the critical role that a successful sales team plays in driving business growth and success! With over 25 years of experience in running successful sales teams across multiple markets, we provide a balanced approach to sales incentives, supported by a robust backend team and systems to foster growth and development.


However, we also understand that choosing the right sales incentive program for your team can be a challenge, given the many options available.


In this article, we’ll explore some key factors to consider when choosing a sales incentives program, and how partnering with a face-to-face marketing and sales agency like us (hello!) can help you get the most out of your program.

  • Understand your team’s motivation


Before choosing a sales incentives program, it’s essential to understand what motivates your team. Are they motivated by financial rewards, recognition, or career advancement opportunities? 


By understanding what drives your team, you can choose a program that aligns with their goals and aspirations. 


For example, if your team is motivated by financial rewards, a commission-based program may be the best fit. However, if they are motivated by recognition, a program that highlights top performers may be more effective.

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  • Set clear goals and metrics 


Once you understand your team’s motivation, it’s time to set clear goals and metrics for the sales incentives program. Define what success looks like and how you will measure it. 


This will ensure that your program is aligned with your overall business objectives and that you can track progress towards your goals. Make sure that the goals are realistic, achievable, and challenging enough to keep your team engaged though!

  • Choose the right incentives 


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The incentives you choose for your program should be appealing and relevant to your team. Avoid generic incentives that are not specific to your business or team’s goals. Consider offering a range of incentives to cater to different team members’ motivations. These could include bonuses, gift cards, time off, or experiences such as team events or trips.


Here’s a better breakdown:

  • Commission-based programs


These programs offer a percentage of the sales revenue as a commission to the salesperson. Commission-based programs are popular because they directly tie sales performance to earnings. However, they may not be suitable for all sales teams, particularly those with longer sales cycles or high-value deals.

  • Performance-based programs


These programs offer incentives based on specific performance metrics, such as the number of new accounts opened, the amount of revenue generated, or the customer satisfaction score. Performance-based programs can be tailored to fit the needs of different sales teams and can be an effective way to reward top performers. 

  • Recognition programs


These programs reward sales reps for achieving specific milestones, such as hitting a sales quota, closing a large deal, or winning a customer service award. Recognition programs can be a powerful motivator, particularly for salespeople who thrive on public praise and recognition. 


  • Non-monetary incentives


These programs offer rewards that are not directly tied to monetary compensation, such as extra vacation days, gift cards, or company-branded merchandise. Non-monetary incentives can be an effective way to motivate sales teams without adding to the company’s expenses.


  • Ensure fairness and transparency


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Ensuring that your sales incentives program is fair and transparent is crucial. This means that the criteria for earning incentives should be clear, consistent and achievable for all team members. 


Avoid creating a program that only rewards top performers, as this can demotivate lower-performing team members. Instead, aim for a program that recognizes and rewards progress and improvement.


Join a team of effective sales experts at SalesWorks!


If you’re looking for a rewarding career in sales, consider joining our face-to-face marketing and sales agency team. 


We offer a dynamic and supportive work environment, ongoing training and development opportunities, and the chance to work with a variety of clients across different industries. 


Contact us today or visit our Careers page to learn more about current job openings and how you can become a part of our team of sales professionals.


Additionally, If you’re a business owner or a brand in need of extra support in sales, SalesWorks is here to provide an outsourced sales solution to help you reach your business goals. Our expert team can help you with lead generation, deal closing, and more!