Exclusive Research: Sales Incentive Findings

Creative Group and the Incentive Research Foundation (IRF) partnered to bring you data on non-monetary incentive and recognition approaches of top-performing technology firms.

High-level findings of this study confirm that top-performing tech companies were more likely to:

+ Have a Top Performer Sales award (86% vs. 66%) and that award includes a Group Trip (80% vs. 57%).
+ Have tiered rewards (85% vs. 65%) beyond Top Performer travel award that offers award points, gift cards, etc.
+ Calculate 6.7% of income on average for non-cash awards.
+ Use financial metrics to qualify, BUT many ALSO use activity metrics and/or customer relationship metrics (86% v. 65%).
+ Award $4,292 on average to their Top Performer and $2,685 to their average performers in award points, merchandise, and gift cards.
+ Award $6,833 on average to their Top Performer incentive trip earners.

Click each box to expand the accompanying data.

Top Performer Group Incentive Trips

Does your non-cash sales incentive program include a Top Performer award?

Does your Top Performer award include a group incentive trip?

Limits on Number of Top Performer Trip Winners

Is the number of Top Performer trip winners set in advance, or does it vary based on the performance of the sales-force?

Objective Qualification: Top Performer Incentive Trip

Which of the below BEST describes the qualification process for the sales Top Performer incentive trip?

Qualification Complexity: Top Performer Incentive Trip

Which of the following best describes your qualification criteria for the Top Performer incentive trip?

Sales Quotas: Top Performer Sales Incentive Trip

How do sales quotas/goals factor into the qualification for the Top Performer incentive trip?

Reward Achievability: Top Performer Sales Incentives

Do you have special rules for new salespeople that allow them a better chance to earn a place on the trip?

Is your Top Performer award program tiered – allowing salespeople who don’t qualify for the trip to earn other rewards, such as award points, gift cards, or merchandise?

Program Rules: Threshold to begin Earning Rewards

Regarding award points, gift cards, and merchandise, which of the options below BEST describes your approach to how salespeople earn rewards?

Program Rules: Rate of Earning Rewards

Regarding award points, gift cards, and merchandise, which of the options below BEST describes the rate at which salespeople earn rewards?

Reward Approach: Non-Travel Rewards

Regarding award points, gift cards, and merchandise rewards, does your non-cash sales incentive program have a “Fast Start” that allows new salespeople to quickly earn, giving them early “wins” to boost their motivation?

Do you operate any non-cash sales incentive programs that do not have a “top-stop” – meaning the sales person can earn unlimited awards based on the amount of product/service they sell?

Budget Approach

Which of the options below best describes your company’s approach to budgeting for your sales incentive programs?

Bottom-Up Budgeting Rate

AS A PERCENT OF THEIR INCOME, what is the approximate annual spend for non-cash rewards and recognition for your salespeople?

Qualification Metrics: Top Performer Incentive Trip

Which of the below best describes the metrics used to qualify salespeople for the Top Performer incentive trip?

Qualification Metrics: Award Points, Gift Cards, & Merchandise

Which of the below best describes the metrics on which salespeople can earn award points, gift cards, and merchandise?

Reward Reach

Approximately what percent of your sales representatives do you take on the Top Performer incentive trip?

Regarding rewards other than group incentive travel, what percent of your sales-force do you expect to earn award points, merchandise, or gift cards in 2018?

Average & Top Dollar Values: Award Points, Gift Cards, & Merchandise

Using your best approximation, what are the AVERAGE and TOP reward values for your sales rewards?

Average & Top Dollar Values: Incentive Trips

Using your best approximation, what are the AVERAGE and TOP reward values for your sales incentive trips?

Top Research Findings

Channel Incentive Findings

Employee Recognition Findings

a Direct Travel company