Without motivated channel partners and sales reps, your organization won’t meet its business goals. But building lasting motivation for your entire sales base can be tricky. Different incentive and reward strategies appeal to different participants, so relying on one strategy will inevitably cause some audiences to disengage.
You need the right mix of strategic incentives and rewards that resonate with each audience’s aspirations and efforts, regardless of where they are on their journey.
Flexible points-based rewards foster broader engagement but the allure of extraordinary incentive travel destinations inspires top performers. By combining both strategies into one solution, you can engage participants at all levels, enhancing relationships, boosting performance and achieving sustainable growth.
Related: Understanding the value of points-based incentive programs
Why incentive travel and points-based rewards unlock a program’s potential
If your program only inspires top performers, you’re capping its growth potential. While incentive travel is a powerful motivator for high achievers, it can seem unattainable to the 60% of your audience who are middle performers. After watching top reps win trip after trip, many middle performers will simply stop paying attention.
That’s where points-based rewards come in. These programs offer flexibility, allowing you to recognize and motivate a broader group for behaviors that drive your business (e.g., making incremental sales, completing training or providing excellent service).
The growth potential from points-based rewards is significant. For example, a 5% improvement from middle performers generates 70% more revenue than the same improvement from the top 20% because there are so many more people in the middle tier. Plus, it’s often much harder for top performers to achieve an additional 5% growth.
Together, incentive travel and points-based rewards create a balanced incentives approach that maximizes potential sales.
Related: 8 effective sales incentive program ideas to boost performance
Inspire continued excellence with incentive travel for top performers
While you want a balanced approach that rewards all performers, you still need to incentivize top performers to maintain their stellar sales records. Group incentive travel is one of the most effective ways to keep top-performing channel partners and sales reps engaged for long-term results.
The best incentive travel programs create memorable experiences that winners could never achieve on their own. They go beyond traditional rewards, fostering stronger connections and inspiring continued excellence.
- Exclusive trips to unique destinations: Aspirational rewards encourage top-tier performers to exceed sales targets for the chance to participate in these once-in-a-lifetime experiences
- Strong relationship building and networking: Meaningful interactions between your organization, leadership and partners build trust and loyalty during group travel events
- Stand out: Incentive travel options set your organization’s incentive program apart from others in competitive markets, making you a preferred partner
- High-impact investment: One of our clients saw a $3.3M average sales increase in participating independent retail locations due to their award-winning incentive travel program
Related: Revamp your incentive travel to motivate channel partners
Engage middle performers with points-based rewards for growth
Most middle performers are consistent and reliable, but they often lack the motivation or tools to push beyond their comfort zone. With proper incentives, coaching and recognition, this group can significantly elevate their performance.
Points can be distributed whenever these middle performers exhibit specific desired behaviors that drive your business objectives. Points also serve as peer-to-peer and manager recognition, reinforcing their good work and encouraging them to keep it up.
- Incremental growth: Consistent effort and incremental achievements are rewarded with points toward their desired reward
- Meaningful rewards options: A wide variety of rewards (e.g., merchandise, gift cards and even individual travel experiences) inspires a diverse audience
- Encouragement for key nonsales behaviors: Completing training modules, promoting product features providing excellent customer service and other nonsales behaviors also earn points, broadening the program’s impact
Related: The value of implementing gamification and points-based rewards programs
Use an incentives strategy that reaches all audiences to drive results
By combining incentive travel and points-based rewards, you ensure your incentives strategy resonates with your full audience, aligns with your business goals and accelerates measurable growth.
Need help tailoring your incentives approach so you have the right mix for your audiences? ITA Group delivers custom-crafted incentive travel experiences that reflect your brand’s identity and points-based programs operated on our seamless incentive management technology. Plus, we have robust analytics and data-driven insights to guarantee your program reaches its full potential.
Let’s chat about ways to optimize your incentives strategy.