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How To Wreck Sales Incentives

Dec 31, 2011

Written by: Walter Ruckes
(View Author Bio)

Five mistakes to avoid when building a sales incentives program.


At BI WORLDWIDE, we use the principles of behavioral economics to create the best engagement strategies on the planet. We work with expert academics who advise us on the latest research on human behavior, engagement and decision-making. We use non-cash rewards and recognition to engage and motivate employees and sales teams. Check out our case study library to see how our customized and results-driven solutions have helped clients all over the world.

Download this paper and learn how to create an effective sales incentive program.

After watching a presentation about a sales incentive program with very clear goals, excellent tracking and huge results, I was talking to our company’s account director who shared the story. The list of accomplishments was impressive:

Knowing that many of my team members and customers would be eager to hear how this success was achieved, I started firing off questions:

  • How did you get those results?
  • How do you promote the program?
  • What is your “secret” to success?

He laughed and said there are no big secrets to success. There are right ways and wrong ways to run incentive programs and the company who previously ran this program had run it the wrong way. He gave me this list of what not to do… so if you want to wreck your next incentive program, follow this list:

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Walter Ruckes

Vice President
Sales and Channel Engagement

As Vice President of BI WORLDWIDE’s Sales & Channel Engagement Group, Walter Ruckes' primary focus is to develop sales and channel engagement strategies and solutions that change the behaviors of sales people, distributors, dealers and channel sales representatives. An expert in sales incentive strategy, he educates sales professionals around the world on how to best engage their sales force through sales engagement strategies, solutions and best practices.