When we talk about incentive campaigns, what comes to mind? Prizes and raffles for those who get the most sales from their team! Well, that's basically exactly what happens.
Incentive campaigns are strategies you use to encourage your salespeople to increase their sales. Generally, these campaigns have an objective or target to meet and have rewards for those who achieve them.
Campaigns for you?
Incentive campaigns are great and the results are very assertive. Your team is motivated to look for new sales and bring in more results.
However, as I said earlier, every campaign needs to have an objective and a target to meet. So there's no point in launching several incentive campaigns without a proposal, an objective that you want to fulfill. So the first step is to ask yourself: why do I want (or need) to run an incentive campaign?!
If you're launching a new, as yet unknown product, or need to boost sales of a product that already exists but is at a standstill: this could be your answer.
At the same time, you need to establish the rewards that will be given to those who achieve their goals. A trip? Cash? Vouchers? You can define this with your employees and create awards that encourage them to strive for better results. And you have to take this into account: the award is for them, so it has to meet what they would like to win in order to generate better results.
You also need to set a budget for the purchase of these awards. Think of an amount that is sufficient to provide a good reward for your employees. In addition, the goals and objectives must be aligned with a positive return, generating a profit on sales.
And keep in mind that incentive campaigns are investments, not expenses.
Let's take it easy, but go for it!
Once everything has been defined, all you have to do is chase the expected results. Note: no abusive and impossible targets, eh?! The idea here is not to make your employees achieve the impossible, but to achieve what is feasible, within their and the company's limits. After all, it's a shot in the foot not to be able to fulfill requests. So take it easy!
Slowly, yes, but always! Little by little, you'll start to see the positive results of your campaign. You'll see that the return covers the investment in the prizes and, what's more, you've acquired more customers. And it's very important to keep them, but that's a topic for another post.