[On-demand webinar] What sales reps really want from sales incentive programs

Go in-depth about what Distributor and Manufacturer Sales Reps look for in sales incentive programs with research-backed insights from Ellen Linkenhoker, ITA Group’s Channel Solutions Senior Manager.

New research reveals what motivates Distributor and Manufacturer Sales Reps

Sales reps have clear expectations when it comes to incentive programs. Understanding these expectations, and how to exceed them, will help you build programs that significantly boost engagement and sales performance.

For our new research report, Effective incentive programs for sales reps, we surveyed 200+ Distributor and Manufacturer Sales reps currently enrolled in incentive programs to find out their wants, needs and expectations—asking about everything from what drives their participation to what would encourage them to sell more of a product.

In the webinar, Ellen explains the findings in more detail, calling out ways to apply the findings to your own programs. Her keen insights will help you identify any gaps so can improve your program experience and grow sales.

Key strategies from the webinar

Learn what drives sales incentive program participation and engagement
Identify the challenges sales reps face when participating in incentive programs
Gain recommendations for how to optimize your program, fixing any gaps so it meets sales reps’ needs

Who is this webinar for?

Sales and marketing leaders striving to boost sales
Channel marketing leaders seeking to expand their reach
C-suite leaders aiming to improve market share

Watch the webinar to get more insights out of our sales rep research.

What drives sales incentive program participation

You need to understand the motivations, influences, preferences and pain points of sales reps before you can increase participation, boost sales and, ultimately, grow your business.

Participation drivers include:

Clear program rules that make it easy to track progress toward their goals
Straightforward, relevant value propositions that go beyond just the incentives
Sales and marketing enablement tools that help them understand and sell your products

Ellen also walks through challenges and barriers that prevent participation, including many factors program leaders have control over. This knowledge will help you avoid common program pitfalls.

Challenges sales reps face in their current sales incentive programs

Once sales reps are in a program, their experience affects how much they sale. By directly asking sales reps what program elements they don’t like, our experts identified the most common obstacles that hinder performance.

Common obstacles include:

Lack of product knowledge and limited training or development opportunities
Infrequent communication that makes it difficult to stay motivated
Rewards that aren’t relevant or are too difficult to earn

The good news? Many of these obstacles can be overcome. Ellen provides practical suggestions to begin addressing these challenges if they appear in your programs.

Recommendations to optimize the program experience

While cash and monetary rewards are important to sales reps, they aren’t enough for an effective program. To motivate more reps, you need to offer a comprehensive program experience that helps them meet their sales goals.

Comprehensive experience elements include:

A variety of relevant awards to choose from, including experiential awards, group incentive travel, cash cards and benefit plans
Personalized elements, including the frequency of communications, award choices and how often they’re rewarded
Recognition practices that show participants how much you value their work, even if a sale doesn’t go through

The result? A stronger bond between reps and your brand.

These actionable recommendations will help you develop a comprehensive experience that leads to higher sales and greater market share.

By identifying top motivators, removing obstacles and implementing changes that don’t require a large investment, you’ll be able to create a winning sales incentive program.