Tuesday, June 25th, 2019

New incentives platform

Edenred UK recently launched Connect Incentive, an SaaS-based incentives platform designed to drive performance through their channel or internal sales and customer service teams. The platform enables incentive programmes to be set up in minutes rather than weeks or months, removing admin challenges, and making them more cost-effective to run because they don’t need a costly IT project to get… 


Wednesday, December 19th, 2018

What motivates our employees?

This 2016 Masters project asks: Do employee motivation schemes have to be financially focused to improve engagement and output? [tint-panel] Study background Do employee motivation schemes have to be financially focused to improve engagement and output? During previous employee appraisal meetings within my organisation, a number of our employees asked if the company would consider introducing a financially focused bonus… 


Wednesday, December 19th, 2018

2018 Q4 Research Review – edited by Jeremy Noad

These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. In this edition, we have grouped them into three broad themes: sales performance, behavioural studies, and systems and tools. Sales performance An account manager’s relationship with their customer service team is more effective… 


Wednesday, December 19th, 2018

Are incentives the sales industry’s narcotic?

This 2016 research conducted in the context of a programme of study leading to the MSc Professional Practice in Sales Leadership qualification seeks to understand the effects of sales force incentives and how to balance pay plans with company objectives (B2B). [tint-panel] Background As a sales director of a successful office equipment business for over 20 years, I could be… 


Monday, September 24th, 2018

Driving positive behaviours

[tint-panel] Summary In this research, I conducted an action research project (McNiff & Whitehead, 2006) as a sales manager worker researcher leading six salespeople in the large enterprise business-to-business software market in the United States. I evaluated the applicability of Squire’s Client-Centric Values framework (Squire, 2009) and how its positive behaviours can be driven utilising a balanced approach of transformational… 


Saturday, December 16th, 2017

Motivating and rewarding the sales force

In previous articles of this series in the International Journal of Sales Transformation, “Managing and Measuring Sales Performance” and “Setting Sales Targets”, we presented an outline of the properties of effective sales performance measurement systems guidelines to minimise the unintended consequences of sales targets. In this last article of the series, we address employee motivation and its relation to sales… 


Friday, September 22nd, 2017

Why EQ drives performance

Decades of research now point to emotional intelligence as the critical factor that sets star performers apart from the rest of the pack. Peter Salovey and John D Mayer coined the term “emotional intelligence” in 1990, describing it as “a form of social intelligence that involves the ability to monitor one’s own and others’ feelings and emotions, to discriminate among… 


Sunday, January 29th, 2017

Time to get personal

Are sales force incentives linked to drug sales volumes the best way to motivate individual reps? With the performance of the sales force directly linked to the bottom line, ensuring representatives are well motivated and incentivized is a critical ingredient in any company’s financial health. Yet, with the huge amount of change reshaping the pharma landscape – from digital to… 


Thursday, April 7th, 2016

Sales motivators – what drives your team?

The data analysis provided here offers insight into what motivates “account managers”. Motivators are the extrinsic factors that determine whether your salespeople really get up in the morning “ready to rock and roll”’ – or not! The global data in the following charts provide insight into what motivates people from different regions. It will help sales leaders decide whether in… 


Thursday, April 7th, 2016

A transfer of enthusiasm

Are you, your team members or your customers relationship driven, achievement driven or growth driven? It makes a difference. Brian Tracy in his many books and tapesI claims that 50% of any sale is a “transfer of enthusiasm”; in other words, it is something quite independent of the skill sets that so many organisations spend so much money investing in…. 


Saturday, January 30th, 2016

Sales managers’ skills, critical reasoning and motivators around the globe

Continuing from the review of sales manager behaviours by region in the previous edition of the Journal, this time we are looking at regional variations in skills, critical reasoning and motivators (what motivates the individual sales manager) across the same group of sales managers. Data published in edition 1.3 (October 2015) indicated that sales managers in China were behaviourally less… 


Thursday, January 28th, 2016

Mapping Motivation

Mapping Motivation – Unlocking the Key to Employee Energy and Engagement by James Sale, Gower, January 2016, 978-1-4724-5927-5, £45 Selling successfully is hugely dependent on motivation and author James Sales seeks to provide the definitive book on the subject – its language and metrics are full of knowledge, insight and practical tips. The contents explore the concept and roots of… 


Saturday, April 11th, 2015

Can two stars ever shine together?

Last year’s spat between Mercedes Formula 1 team drivers has implications for the performance of business teams, a recent study suggests. HOW does a sales manager harness the abilities of two competing star performers in the sales team to best advantage? The manager’s skill at getting the best out of his team could have a significant impact on the fortunes… 


Saturday, April 11th, 2015

From KAM to commission

Beth Rogers leafs through some recent Masters dissertations to see what has been exercising the minds of sales managers. One of the joys of running a course such as a top-up Masters programme for sales managers is that their learning is applied to their company, and both tutor and student can see the potential impact. One of the downsides is…