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Nothing breeds success like success. For an incentive program that runs 90 days or longer, you can “prime the pump” of success by recognizing the early achievements of participants. Take 5 to 10 percent of your overall budget and use it to reward key activities or behaviors in order to keep participants’ incentive and motivation …

The most effective incentive programs must command the attention of participants and then provide them with consistent and constant motivation throughout the duration of the program. This is achieved through constant communication, starting from the launch of the program. The best way to kick start an incentive program is via a launch event that educates …

Incentives are a proven way to increase sales and motivate a team to “go the extra mile.” But you must craft realistic goals for a program to succeed. First, determine your overall program objective, which typically falls into one of four categories: (1) increase performance, (2) change behavior, (3) expand mind share, or (4) improve …

When you announce your sales incentive program, the first thought your salespeople will have is, “What’s in it for me?” Two keys will ensure that your program’s reward will be motivating. First, your incentive should be worth going for. Second, the reward should be something your employees want. A proven rule-of-thumb for a sales incentive …

Your sales team can be divided into A, B, and C players. Your “A” players represent 10 percent of your team and are your top performers. Top performers will always be at the top. They have the skills and are self-motivated to consistently perform at a higher level. Your “C” players represent 1 0 percent …

Sixty years ago, psychologist Abraham Maslow created a hierarchy of needs (see illustration below), which concluded that once basic needs are satisfied, people want more. Apply Maslow’s pyramid to how to best motivate your employees, and you’ll discover that the “more” people want goes beyond cash incentives. Certainly cash pays for your employees’ “physical comfort” …

Need to spark sales? Increase your market share? Motivate your salespeople? SalesOpener Performance can turbo charge your sales force so you can boost sales during slow seasons, create focus on new or special products, generate team spirit, and sharpen competitive drive. We’ve helped hundreds of companies launch and manage thousands of incentive programs, resulting in …

I get asked a lot about this new style of marketing, which is called Multi-Channel, and I smile because we have been doing multi-channel marketing for hundreds of years, but we didn’t put a name to it, and in the most part it was cost prohibitive to most small businesses. Now that the online medium …

Do you remember the days when people used to walk down to the local store, and the store owner knew your name, and you had a long chat with him about how things are going? He got to know you, and recommended new products and gave you samples of the produce. Well I barely remember …

For the past 20 years we have been introducing our clients to new customers, and solutions using our proven sales development processes, and we are now packaging all the experience into a new solution called SaleOpener. We have a suite of campaign ideas the include new and traditional media, including radio, print, television and social …