Many companies today are excited about running incentive programs to boost sales and keep those products flying off the shelves. For most, these sales incentive programs are quite effective, yet for others they fall short. One of the reasons these programs can fail is because the sales reps have no idea what they are selling. It’s difficult to explain something to a customer when you are not clear yourself.
With today’s increasingly complex sales, reps struggle to create a road map to closing the deal. There is a solution to this issue that’s creating a lot of buzz. Adding a sales enablement incentive program or behavioral incentive component can break down a complex sales cycle into smaller, incremental steps to success.
What exactly are sales enablement incentives? Sales enablement incentives, also termed as behavioral incentives, are programs designed to provide sales reps with the necessary tools to progress to the ultimate end goal, closed deals. Each step of the way, reps can be rewarded for: learning, competency, certifications, demos, or proposals.
Sales reps today are often tasked with selling multiple products and services which can be overwhelming without the proper training or guidance. Adding a sales enablement element to an incentive program will help them gain the knowledge and confidence necessary to sell effectively.
The traditional spiff incentive fails when a rep cannot picture his steps from start-to-finish. Breaking down a complex sales cycle into baby steps, or behaviors, which are rewarded with smaller rewards (rather than one big spiff payout if the rep completes the journey) has become a more popular incentive technique.