Sales Incentive and Reward Solutions

Implementing sales incentive and reward solutions is no easy task. Great sales incentive and reward solutions require effective design and implementation. A simple approach helps to avoid some of the more pitfalls.

Campaign Design

Identify what the program must achieve and consider key dates that could affect your campaign implementation and results. Is this part of your wider marketing communications campaign and what are the long term consequences of the program ? Consider program momentum and how to keep this going. Often campaigns are met with exuberance and a 'let's bring it on mentality' only to fade out as time progress and other work pressures materialize.

Target Audience

Identify your target audience and profile them. If in doubt make sure you comply with the gift policies of your prospects and clients.

Campaign Objectives

Set objectives which are Specific, Measurable, Achievable, Realistic and Timed = SMART. For example to generate “100 new reseller application forms and information pack requests by November 30th".

Message and Strap line

What do you want to say ? Message development usually revolves around generation of a campaign strap line. How your sales incentive and rewards program is received will depend on the type of promotional vehicles used. Most campaigns are ultimately remembered (positively or negatively) for the gifts and incentives received.

Promotional Gifts or Financial Incentives

Vouchers that can be used as cash are less popular in corporate environments. You are effectively giving the receiver money. This could be considered unethical and more a financial inducement than incentive. More common is to provide a range of promotional gifts whose perceived reward value matches the desired outcome required to get them.

Budget

Set a budget and make sure that your campaign objectives can be met within the resources available. Ensure that you include non-financial elements such as time. All to often campaigns fall down because too little effort is put into logistics and the part played by back-room staff.

Monitoring and Control

Ensure that you monitor your campaign during and post implementation. Check for fulfillment process efficiency and make sure that campaign results are recorded and analysed - sales promotions are a learning process.

If you need any further information or would like to contact one of our promotional gifts consultants please complete our enquiry form or phone, email or fax Redbows.