Vol 6, Number 13 SalesForceXPress eNewsletter October 14th, 2008  
 

The Fast Track to Earning Independent Reps’ Loyalty

Wayne Robertson, co-founder of RZ Financial, a Minnesota-based wholesaler of insurance products and annuities, says his company is only as successful as his 2,500 independent reps make him. Whether they’re selling corporate jets or cafeteria supplies, “once they spend their commission check, they forget about you,” he says. He introduced a campaign to earn their allegiance and has increased sales by 20 percent. Find out how he has earned his reps’ loyalty.

Use Amazon Merchandise Rewards and add millions of items to your rewards catalog

Speak with your performance improvement, recognition or loyalty agency today about adding the selection, real-time inventory and fulfillment capabilities of Amazon.com to your merchandise rewards catalog.

For more information and to see a list of agencies offering an Amazon-powered solution, visit www.amazon.com/merchrewards.

Motivating During a Downturn

These are nervous times for all workers, but your salespeople are on the frontlines. They bring the bad news of customers’ budget cuts back to the office. Keeping sales teams motivated in tough economic times is tough, but essential. We have eight great ways to get workers to invest more of themselves than they absolutely must.  Read about these eight motivational ideas here...

resPLUS...an exclusive frequent booking program

Fairmont Hotels & Resorts is proud to offer ResPlus, an exclusive 'Frequent Booking Program' designed to reward reservation makers from corporations who book with participating Fairmont Hotels & Resorts.  Members earn ResPlus points for every qualifying stay at Corporate, Package or Sell Rate that you book for your company's travelers. Redeem points for your own travel plans!

For program and membership information, please contact us at 1(800) 663-0005 or e-mail us at: resplus@fairmont.com today.

Reward Religiously, Now More Than Ever

Looking for the right gift card to energize your sales team and sales support personnel? The SalesForceXP gift card directory has a searchable database of gift card suppliers that can help you drive Xtra performance.

Limited Edition Cross Starlight Breast Cancer Awareness Pen

Cross helps illuminate the breast cancer cause by donating 10% of the suggested retail price of this pen to support the work of Susan G. Komen® for the Cure. The pen features an iconic pink ribbon emblem and can be personalized with deep cut engraving.

For information on how to put Cross products to work for you, Contact: Joe Nerney, Director of Sales, Americas Retail and Business Gifts at (203) 335-8121 or jnerney@cross.com.

If You Can’t Be Out of Your Office, You’re Doing Something Wrong

Every manager wants to feel needed, but if your sales team can’t accomplish things unless you’re on the premises, that generally is an indication that something is amiss with your leadership skills, says Mark Stevens, founder of the marketing consulting firm MSCO and the author of Your Management Sucks (Crown Business, 2006).

“Strong leaders (and, in turn, exceptional managers) establish a compass for their people to pursue in the course of their work and provide the motivation to exceed established goals,” Stevens says.

If you’re not confident that your sales team can get the job done when you’re not around, you can’t take it out on them, he adds. “You have just looked in the virtual mirror and come to the realization (perhaps grudgingly) that you are not as good of a leader as you can be.”

Stevens says you can learn from the leaders and managers you admire, but you can’t be successful following someone else’s philosophy. “Real management success comes from taking stock of who you are and leveraging your capabilities to the moon,” he says. “Listing your strengths and weaknesses provides a road map for leading with your strengths and, equally important, bolstering the weak side of your balance sheet so that you can grow your leadership skills with a rich load of personal traits at your disposal.”

Stevens and other sales management coaches and consultants share ideas on how great managers get better in the upcoming November/December issue of SalesForceXP.

   

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Contact our partners for products and pricing that drive performance.

Amazon.com
AMC Theaters
AmericanAirlines TrAAvel
AmericanAirlines Group &
Meetings Travel

Barnes&Noble
Best Buy
BI
Canon
Fairmont Hotels
Godiva
Hollywood Video
Home Depot
Incentives Marketplace
Johnson Outdoors
Kosta Boda / Orrefors
L.L. Bean
Las Vegas Meetings-Harrah's
LVCVA
Marriott Individual Incentives
Macy's
Movado
Nike Inc.
Omaha Steaks
Power Merchandising Corporation
SalesGenie.com
Sharper Image
Sony
T.G.I. Friday’s
Top Brands
Total Training Network
Tumi
Waterford Wedgwood


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IncentiveAlley

Take advantage of these exclusive offers to SalesForceXP readers on merchandise, gift card and travel incentives from our advertisers.


Deck of Cards

SVM, a leader in the gift card industry, offers a selection of gift cards from 100 of the nation's most popular gasoline stations, retail stores, restaurants and hotels, including multi-use branded cards. For more information, call Steve Symonanis of SVM at 847-553-9128.

FinePix Z20fd

The 10-MegaPixel FinePix Z20fd from Fujifilm has an ultra-compact chassis with a 3x optical zoom and 2-inch LCD. It's packed with the new Dual Blog Mode, Face Detection with Automatic Red-Eye Removal, Picture Stabilization, MPEG-4 Movie Recording, xD/SD/SD-HC Media Compatible Slots and is available in four colors. It comes with a Li-ion Rechargeable Battery. For more information, call Fujifilm (www.fujifilmusa.com) at 800-869-8600, Ext. 5806 (or e-mail incentives@fujifilm.com).

Economy got you down?

Turn to Omaha Steaks® for inspiring incentive programs to help drive traffic and sales. Omaha Steaks has something for everyone, from premium quality beef to a full line of gourmet entrees and desserts. Programs to fit every budget, including a variety of customizable options. No minimum orders or inventory to manage makes Omaha Steaks a perfect partner for your program needs. Redemption is easy and customer satisfaction is 100% guaranteed. For more details, call Bob Henthorne of Omaha Steaks at 800-228-2480, ext. 8377 or visit www.osincentives.com.

 

On the Road

Garmin's nüvi® 880 with voice recognition listens to spoken commands and tells the user where to turn. This widescreen navigator comes preloaded with City Navigator® NT and FM transmitter. The user can speak or tap "Where Am I?" to instantly receive an update on location. Pair it with a compatible Bluetooth phone and talk hands-free. Use the included receiver and free trial service to MSN Direct, check weather, traffic, local gas prices, and more. For more details, call Gail Frei of Power Merchandising Corp. at 630-830-6000, or e-mail gsf@pmcusa.com.

 

Advanced All-in-One Photo Printer

The new PIXMA MP480 is the perfect blend of performance and convenience. It's a great incentive for photo enthusiasts or anyone who works from home, and is one of those unique recognition items that truly is appreciated by the entire family. Users will be able to print 4x6-inch borderless prints in about 45 seconds. For more details, call 866-50-CANON (or visit www.usa.canon.com/corporategifts).

 

Amazon.com Gift Cards*

The ideal way to motivate customers, employees and partners! Amazon.com has millions of items over 40 product categories. Choose electronic codes or physical cards shipped right to you. No expiration. No fees. Bulk discounts available. Leverage the power of the Amazon brand to help grow your business today. For more information call the Amazon.com Corporate Gift Card (www.amazon.com/corporate-gc) sales team at 866-486-2359.

 

*Restrictions apply. Amazon.com Gift Cards are issued by ACI Gift Cards, Inc.See www.amazon.com/gc-legal for complete terms and conditions.

 

Motivate Your Champions

Nike Gift Cards are ideal for: corporate wellness programs, employee incentives, achievement rewards, and client gifts. Redeem at NIKETOWN, NikeFactoryStores, NikeWomen, Nike store locations and NikeStore.com. Nike Gift Cards may also be used at NIKEiD.com, where you can create individually customized shoes, apparel, equipment and other exclusive products. Corporate discounting available. For more details,  call 877-220-6453.

 

OpenStation™ Can Opener

Opening new accounts a challenge? Reward your salespeople with this unique 3-in-1 opener. The Hamilton Beach OpenStation opens cans of all sizes and SureCut™ Action technology creates a smooth lid that won't fall into the can. The on-board removable tools open jars, bottles and plastic clamshell packs with ease. For more information, call Rick Low at 804-527-7189, or e-mail Richard.Low@hamiltonbeach.com.

 

The Home Depot® Gift Cards

Leverage the power of The Home Depot brand to create successful rewards, motivation or incentive program for your organization. For more details,  call Home Depot at 866-232-9037 (or visit www.hdgiftcard.com).

 

Macy's Gift Cards Mean Business

Macy's Gift Cards make rewarding and thanking your employees and clients the easiest business decision you'll make all year. Star performers choose from the best brands at 800 locations nationwide and online at macys.com. Volume discounts, assorted gift card designs, packaging and shipping options available. Visit www.macys.com/corporategifts to learn more, or call 877-MACYS-B2B (877-622-9722).

 

More For Your Money

Looking for big results on a small budget? Smaller budgets do not mean your top employees should go unrecognized. Marriott Individual Incentives has the perfect solution. From a round of golf to a five-night resort package, we offer endless options. Give them an incentive that sets their hearts racing and gives you the results your business needs to succeed. For details, call Marriott Individual Incentive Awards (www.marriott.com/incentives) at 800-835-7754.

Incentives In the Kitchen

Add cheer to holiday meals with the Chantal Copper Fusion® cookware. Copper Fusion® is the first cookware to fuse a copper plate into the core of the pan, resulting in superior heat distribution. Combine that with Chantal's durable enamel to create optimum performance and health benefits with ease of use. For details, contact Top Brands Inc. (www.top-brands.com) at 800-431-2127 (or e-mail sales@topbrands.com).

A Gift That Rocks!

Celebrating more than 35 years as the "Ambassadors of Rock," Hard Rock Cafe remains one of the most enduring and authentic experiences around the globe! With over 122 Hard Rock Cafes in 42 countries, nowhere else can you witness combining the spirit of rock music, authentic memorabilia from the hottest musical artists, classic American food, and a commitment to global humanitarian causes. Gift Cards available in $25, $50 and $100. Bulk discounts available. For details, call 800-723-7625.

Let Hollywood Entertain Your Top Performers

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 more than 2,000 locations nationwide. Bulk discounts available. For more details, call 866-452-4438 (or e-mail GiveHollywood@hlyw.com).

100 FREE Sales Leads for Every Sales Rep in Your Company

Salesgenie.com is a revolutionary, online prospecting service that gives you instant access to 12 databases. With 24/7 access to the freshest leads and hundreds of search selections, you'll find the right prospects in minutes. You can target small or large companies, and find the right contact name the first time. You can also receive weekly leads of new businesses. No matter what you're selling or who you're selling to, Salesgenie.com is the only prospecting tool you'll ever need to boost sales and make more money. Call today to get 100 free leads for every sales rep in your company! For more information, call 866-313-6316 (or visit www.Salesgenie.com/sfxp).

 

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