Why Most Incentive Plans Don’t Work

Source: A Marketing Moment

Troy Waugh, CEO of Rainmaker Academy, says one reason incentive plans don’t work is that they don’t include new business from existing clients.

Partners frequently say they shouldn’t reward people for new business they did not generate. They also say that cross serving clients is part of the job. You can avoid the first problem by requiring employees to register their intended sales strategies before presenting them to clients. The second problem is a matter of recognizing when cross serving is not being optimized. Rewarding it will make it happen

For the original article, click here and read “SDS Series; Sin #7: Creating Incentive Plans That Don’t Work.”

From A Marketing Moment, The Rainmaker Consulting Group, Nashville, TN, www.therainmakeracademy.com.