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July/august 2006
FEATURESTORY
Remarkable Rewards, Extraordinary Results!
Why does a $2,000 gas grill motivate a top-performing salesperson more than a $2,000 bonus? Two words: hedonic luxuries. People are hesitant to spend money on non-essentials even if they earn a substantial income. Behavioral economists have long known that consumers often experience an immediate "pain of paying," which can weaken the pleasure derived from consumption or discourage purchases altogether...
A quick check-off list to consider when planning you next incentive program...
Medtronic Knows How To Pamper Its Stars
Count Medtronic, a world leader in medical technology, among those companies that prefer to reward top-performing, high-salaried salespeople with merchandise and travel rather than cash...
See examples of some world-class products with the horsepower to motivate your hard-to-impress sales stars...
PUBLISHER'SNOTE
The Intersection of Read and Click **
Wisdom and insight from our Publisher, Mike Murrell...
SCRATCHPAD
Harnessing Customer Competence **
Harnessing customer competence requires cooperation from consumers. They must be sensitive to "what is next" - and that means companies must shape their expectations...
Are Customers Failing You?: Customers’ increasing role in the sales process requires “foolproofing” your system **
We don't want to alarm you, but you may have thousands of new sales agents to manage immediately – your customers...
Questions are the Answer **
Senior managers, middle and line managers, front-line employees and current and former customers can all play a role in helping a company understand - and thus prevent - customer failures...
Talent Search **
In a recent Manpower Inc. survey of 33,000 employers worldwide, respondents ranked "sales representative" as the toughest job to fill. The shortage reflects the fact that employers no longer want the nearest warm bodies representing their companies...
Turnover Trouble **
Companies are not only having trouble finding qualified salespeople, they’re having trouble keeping them...
SALESU
Leveraging the Power of the Internet to Ignite Sales - But Not Burn Time
No smart sales manager questions the capability of the Internet to heat up sales. A few clicks of a mouse can identify prospects, track industry trends, monitor leads and relay
information more efficiently than ever before. If your sales team isn't using the Internet wisely, however, chances are, it's going to get burned...
SYNERGIES
Negotiating the Wearables Maze
Logoed apparel remains one of the most popular business gifts, but to make it effective, you need to know some ground rules....
One of the best-kept secrets about promotional apparel is that much of it is of equal or better quality than many designer names. (In fact, many are produced at the same factories.) There are occasions, however, when it makes sense to use one of the brand names available to the industry...
No matter what top qualities a promotional wearable has, it won’t get worn if it doesn’t fit properly. Whenever possible, make the effort to get accurate sizes of all recipients.
And this is one occasion when you should treat men and women differently in the workplace...
INCENTIVEPRODUCTS
Incentive Alley (PDF document. Requires free Adobe Reader)
Motivate your entire sales team with these great incentives...
SPECIALFOCUS
What's Inside Your Gift Card? **
There are several reasons for the continued increase in gift card use as workplace incentives, but it mostly comes down to a single, simple truism: Gift cards are easy to use and
effective in achieving corporate objectives...
COACHES'CORNER
How Do You Find Great Salespeople?!
A great list of 10 "Do's" to consider when finding and hiring your next top-performing salesperson...
SFXPADVERTISERS
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