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RESOURCE LIBRARY

Sales and Channel Incentives, Rewards, and Gifts

Sales and channel incentives and rewards are strategies and programs designed to motivate and reward channel partners, sales teams, distributors, and dealers for achieving specific sales or performance goals. Getting channel attention is difficult. Getting salespeople to keep your solution top of mind is a challenge. Incentives and rewards can go a long way to getting channel attention, boosting sales, driving channel loyalty, and achieving business objectives.
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Gift cards · Prepaid cards · Direct payments · Merchandise · Charity · Swag

Sales professionals collaborating in an office
IN CONTEXT

Why sales and channel incentives matters

Programs based on incentives are effective, exciting and easy to communicate.The goal is to create a win-win situation where the folks being rewarded are motivated to drive sales and achieve desired outcomes, ultimately benefiting both the participants and the organization.

INCENTIVES BOOST SALES CHANNEL SUCCESS

“Sales is an outcome, not a goal. It’s a function of doing numerous things right, starting from the moment you target a potential prospect until you finalize the deal.”

— Jill Konrath, Strategist

IN CONTEXT

Incentives Boost Sales Channel Success

  • Incorporating incentives and rewards into your sales and partner programs can be an effective strategy to boost sales and encourage sales representatives to engage in selling your products.
  • Loyalty programs reward channel sales reps with incentives after achieving a specific number of demo sales calls or reaching certain milestones.
  • Build programs to attract prospects and deliver leads to partners or your own sales team using incentive programs for prospects.
  • Provide your sales team access to gift cards for enticing prospects to schedule and participate in product demonstrations and meetings.
  • Highlight and reward the top-performing sales and partner sales representatives each month or quarter through announcements, and gift cards.
  • Offer incentives and rewards to partner sales reps who complete product training or certification programs.
  • Organize regular sales contests with attractive gift and incentive prizes for the top-performing sales reps.

“Sales is an outcome, not a goal. It’s a function of doing numerous things right, starting from the moment you target a potential prospect until you finalize the deal.”

— Jill Konrath, Strategist

IN DETAIL

Three key aspects to sales and channel incentive programs

1. Targeted Incentives

Customize incentives to match your audience’s preferences. Offer a choice of incentives for maximum value. Consider you sales team and partners’ sales team interests, and motivations when choosing rewards.

2. Effective Communication and Promotion

Don’t over-complicate your incentive program. The easier you make it to sell your product and complete your incentive program the better. Communicate to ensure participants understand the program’s benefits, rules, and how to participate, ensuring engagement and enthusiasm among the target audience.

3. Measurable Objectives

Clearly defined and measurable objectives are crucial for the success of sales and channel incentive programs, whether it’s improving the lead pipeline, expanding market share, or increasing sales.

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IN DETAIL

EFFECTIVE

Sales and channel programs can boost sales by sales personnel with attractive offers and incentives.Incentives motivate sales reps to lead with your solutions, help you introduce new products, and increase sales.Offering a variety of incentives on a regular basis can keep the experience fresh and exciting.

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IN DETAIL

RELEVANT

Incentives should be relevant and of proper scale to excite sales folks and keep you top of mind.Tailor your incentives to the needs and preferences of your target audience.TruCentive provides an easy means for recipients to select their most relevant incentive from a list of offerings that you curate.

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IN DETAIL

REWARDING

Consistency in delivering a positive customer experience is equally important of course.Incentives should be seen as an extra incentive for meeting sales targets or fulfilling other target actions like the number of demos.

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INCENTIVES INCREASE VISIBILITY

“”If everyone is moving forward together, then success takes care of itself.””

— Henry Ford, Industrialist

IN CONTEXT

Incentives increase visibility

Offering sales teams and partners a fun choice of incentives and rewards keeps you top of mind with your partners, build partner loyalty, and help close deals.

Empowerment

When partner sales reps have the option to select their preferred incentives and rewards, they appreciate them more.

Boosted Enthusiasm

Allowing partner sales reps to choose incentives or rewards can resonate with them personally and increase their motivation to offer your solutions and help in your the company’s success.

Authentic

Sincere thanks aren’t solely motivated by profit. Authenticity builds trust and long-term relationships. Consider having the incentive come from the partner and account services team or support team that has the strongest relationship with the partner.

Enhanced Perceived Value

By providing a variety of incentive choices, you can create a positive experience, leading to higher recollection, engagement, and satisfaction. Incentives and rewards that align with partner preferences increases the perceived value and memorability of the gesture.

Essentials

Life

Entertainment

“If everyone is moving forward together, then success takes care of itself.”

— Henry Ford, Industrialist

“The channel is viewed as an ally, and a new way to go to market that adds value so that the both parties can win”

— Craig Schlagbaum, SVP Comcast Business

“Building successful channel partners requires that we understand their business models..”

— Hans Peter Bech, Writer

IN DETAIL

Recipient Experience

Recognition that delights

Receiving incentives and rewards should be effortless.A streamlined and flexible process not only creates a positive experience for your sales people, partners and their prospects but also leaves a lasting impression.You have the option to send incentives and reward choices through email, SMS messages, or in-person delivery, based on what suits your organization best.

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partner incentive email Congratulations on sales achievement email image sales and channel incentives
Congratulations on sales achievement SMS image sales and channel incentives
IN DETAIL

Recipient Experience (continued)

Automated reminders assure that recipients get the news. Follow up messages may also be sent Post-claim to add an extra “thank you.”

Typical Cadence

Day 0 – Initial incentive deliveryDay 1 – Reminder of unclaimed incentive

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IN DETAIL

Recipient Experience (continued)

Day 5 – Reminder of unclaimed incentiveDay 15 – Additional reminders as neededA final reminder 5 days prior to the expiration of your incentive offer

Email, SMS, or in-person delivery

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Congratulations on sales achievement email image sales and channel incentives
IN DETAIL

Recipient Experience (continued)

Partner recognition, incentive and reward claim page

A choice of incentives makes the recognition more memorable

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IN DETAIL

Sale & Channel Manager

Convenience & Flexibility

Sending incentives and rewards is uncomplicated, seamless and flexible for manager, administrators and channel personnel.Complete projects may be shared to facilitate fast, accurate and on-brand sending.Choose email, SMS message, or printed for in-person delivery, depending on your preference.

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Adding subjects for compensation for a clinical trial sales and channel incentives
Edit, resend or revoke compensation deliveries sales and channel incentives
IN DETAIL

Sale & Channel Manager (continued)

Initial incentive award messages are followed up with automated reminders to help assure that participants claim their reward.Post-claim messages may be used in various ways, including additional thanks to employees

Typical Cadence

Day 0 – Initial incentive delivery

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IN DETAIL

Sale & Channel Manager (continued)

Day 1 – Reminder of unclaimed incentiveDay 5 – Reminder of unclaimed incentiveDay 15 – Additional reminders as neededA final reminder 5 days prior to the expiration of your incentive offer

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IN DETAIL

Sale & Channel Manager (continued)

Incentive and Reward Delivery

Add subjects individually or load a complete list.

Incentive and Reward Delivery

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ADDITIONAL DETAIL

More on sales and channel incentives

Day 15 – Additional reminders as needed

ADDITIONAL DETAIL

Edit, resend or revoke compensation deliveries

Edit, resend or revoke compensation deliveries.

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Incentive delivery that means more and costs less

Unclaimed rewards returned, always. Build a complete project in the campaign builder with your logo, your recipients, and your incentive selections, then send. Related reading: channel incentive psychology.

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