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Training/Incentives/Meetings for Sales Team Leaders
| Vol 5, Number 11 | SalesForceXPress eNewsletter | August 21st, 2007 |
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What’s It Cost to Improve Performance? There is no one answer to that question, of course. A worthwhile, customized sales training workshop starts at about $1,000 per participant, according to one trainer we recently spoke with. A well-planned, non-cash incentive program is another way to re-energize a sales team. Wondering how to break down the costs of just such a program? You’ve got questions, we’ve got answers...
Proof That It Is An Investment, Not A Cost Whether you’re trying to sell upper management on the importance of more training or putting an incentive program in place, it always helps to have outside validation that there is a return on investment. Research shows that customers spend more when they feel that employees are trying hard to satisfy them. Learn more about return on investment from satisfied employees...
Don’t Go Half-Way For Top Earners A salesperson who earns well over six figures a year isn’t going to jump through hoops for a poorly chosen incentive. Luxury items will grab their attention and pay off for you. We’ve got some idea starters for your top earners.
What Gets Priority: Golf Swings or Sales Skills? Sales performance company Miller Heiman recently reported that most sales organizations spend 50 percent more on entertainment than on training (3 percent of 2006 total sales was spent on entertainment vs. 2 percent that was designated for training). For a company with 200 sales reps and a $250 million annual sales objective, that breaks down to $660,000 spent on entertainment and $440,000 allotted for training – a difference of $220,000! Many organizations simply don’t know how they are allocating sales expense dollars across the major categories – staffing, commissions, travel, bonuses, technology, training, marketing, etc. In the same benchmarking study, Miller Heiman determined that sales team turnover in 2006 was just shy of 40 percent across industries. They estimate the cost of turnover at $200,000 per salesperson. The three key drivers of sales force turnover are poor hiring decisions, insufficient training of new hires and lack of support from a direct supervisor. If the 200-rep company experienced a 40 percent turnover, that equates to $16 million in expenses. If you weigh each of the three key drivers of turnover equally, you can estimate the cost of poor sales training to be $5.3 million. Don’t you think that sales manager would shift some funds from the entertainment budget to the training budget in exchange for a little peace of mind – and a more loyal, well-trained sales team? |
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L.L.Bean Gift Cards
Just Rewards® Gift Cards
Sizzling Incentive Programs
Flat-panel TVs, component systems and speakers offer the best in technology, but they can be intimidating to install. INSTALLS Inc. manages more
national installation programs for major corporations than any other American company. Include this national, in-home professional installation service with your incentive
rewards. Your award winners get the latest and greatest, plus the comfort of knowing their systems are installed and working correctly. For more information, call
Eric Anderson of PMC (
The 7.1 megapixel PowerShot TX1 houses a powerful HD camcorder and 10x optical zoom lens inside a unique vertical orientation. This double-duty
imaging device is compact and stylish, and fits discreetly in any shirt pocket or evening bag. The DIGIC III image processor also gives users speed, improved battery life,
stunning color, and advanced face detection. For more information about using Canon products as corporate gifts, incentives, in promotions or as rewards, Canon Special
Markets Group (
Expand your rewards catalog to include millions of items in time for aQ4 2007 push. Amazon.com can add power to your merchandise program.
Revolutionize your incentive, consumer and recognition programs by offering the world’s largest selection, real-time inventory, and fulfillment capabilities of Amazon.com.
To learn more about jump-starting your rewards and recognition programs with a merchandise offering powered by Amazon, please contact one of the agencies listed on their
merchandise rewards page: 
Movado SE
Hollywood Video® Gift Cards inspire the movie-lover in everyone. From comedy to action to the classics, Hollywood Video has what your top performers
want to watch tonight. Hollywood Video Gift Cards are accepted at over 2,000 locations nationwide. Bulk discounts available. For more details, call 866-452-4438 (or
e-mail 
Give Them More Friday’s
Smart managers know every top performer is motivated by something different. That’s why this Summer Garden Wreath by Hedges® is a great idea. The
Summer Collection includes a rich bouquet of spring freshness and an endless circle of warm and colorful garden flowers. Provide top performers with the reward that
motivates them and lasts a long time. For more details, contact Top Brands Inc (
Choose Staples gift cards for your next incentive program. Staples is a brand that appeals to everyone, with over 45,000 great products to choose from
for office, school and home. Whether you have an acquisition, retention, loyalty, reward or fundraising program, Staples always makes it rewarding. Gift cards are valid in
more than 1,350 Staples U.S. retail stores; awards are redeemable in-store, via catalog and online at Staples.com. Volume discounts available. For more information, call
866-755-9938 or e-mail 
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