A sales incentive is a reward or compensation given to salespeople for performing up to a level, mainly for selling a particular amount of goods or services. In simple words, sales incentives are rewards that a salesperson receives to be able to sell more products or services.
The term "sales incentive" is used by businesses to describe a strategy where rewards or compensation are tied to salespeople for reaching a predetermined goal. An incentive can be a big motivator. When employees are paid partially or wholly based on sales, they often work harder to increase the number of sales they produce.
Sales incentives are monetary rewards that a company gives to its sales team. The purpose of it is to encourage the salespeople to increase sales volume and productivity. Incentivizing your sales team has multiple benefits. It helps increase sales, enhance the size of each deal, and get more repeat business from buyers.
A sales incentive plan is a type of compensation that's commonly used in commercial businesses, which comes either as a personal sales performance incentive fund or as a reward to work with sales reps.
Sales incentive plans are a perfect way to incentivize or motivate your sales team to reach or exceed quotas. It accomplishes two goals: one, it encourages a salesperson to achieve their targets, and two, it helps the business to drive more revenue and growth.
In addition to a standard compensation plan, an incentive plan can include SPIFs (Sales Program Incentive Funds) or other non-monetary rewards such as exceptional opportunities, choice assignments, additional home office support, recognition, and cash bonuses.
Incentives are a powerful way to get your sales team members to do what you want them to do. The best incentives reward the right behavior, not just sales volume or revenue.
Here are some tips for getting the most out of sales incentives:
A good sales incentive program must aim to provide complete visibility into expectations, targets, and reward structure to sales reps.
Here’s a step-by-step process to creating a sales incentive program:
One challenge with incentivizing sales is that you need to figure out how much of a commission each salesperson should receive, which means you need to decide how to calculate incentives for sales.
Here’s the formula to calculate:
Sales incentive payment = Total sales profit x Allocated commission percentage
Example: Let’s say Martin, a salesperson is responsible for achieving a $100,000 target this year with an incentive commission of 10%. Then, his payout at the end of the year will be as below:
Martin’s sales incentive = $100,000 x 10% = $10,000
No matter the type of sales incentive program you use, the number will be determined in one of two ways: the gross profit or the net profit.
Forget the hassle of calculating incentives for your sales teams with Compass. Manage and automate sales incentive programs easily, from launching to calculating and disbursing incentives.
Incentivizing sales staff is a vital part of any company's sales team, but motivating this group of employees can be difficult. Here are tips for creating an incentive program that works for them:
Sales motivation can be tricky, but it's essential. If you have a sales team, you'll want them to be motivated and excited about their job. Here are a few tips to boost your sales team with incentives.
These are short surveys that can be sent frequently to check what your employees think about an issue quickly. The survey comprises fewer questions (not more than 10) to get the information quickly. These can be administered at regular intervals (monthly/weekly/quarterly).
Having periodic, hour-long meetings for an informal chat with every team member is an excellent way to get a true sense of what’s happening with them. Since it is a safe and private conversation, it helps you get better details about an issue.
eNPS (employee Net Promoter score) is one of the simplest yet effective ways to assess your employee's opinion of your company. It includes one intriguing question that gauges loyalty. An example of eNPS questions include: How likely are you to recommend our company to others? Employees respond to the eNPS survey on a scale of 1-10, where 10 denotes they are ‘highly likely’ to recommend the company and 1 signifies they are ‘highly unlikely’ to recommend it.
Yes, sales incentives are taxable income, so you want to be sure that you're paying the appropriate taxes on them. These can include employee commissions, bonuses, and other forms of compensation for meeting or exceeding sales goals.
The IRS considers these payments part of your employee's regular salary, so they must be included in their yearly income tax return.