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Exclusive Research: Sales Incentive Findings

Creative Group and the Incentive Research Foundation (IRF) partnered to bring you data on non-monetary incentive and recognition approaches of top-performing technology firms. 

High-level findings of this study confirm that top-performing tech companies were more likely to:

  • + Have a Top Performer Sales award (86% vs. 66%) and that award includes a Group Trip (80% vs. 57%).
  • + Have tiered rewards (85% vs. 65%) beyond Top Performer travel award that offers award points, gift cards, etc.
  • + Calculate 6.7% of income on average for non-cash awards.
  • + Use financial metrics to qualify, BUT many ALSO use activity metrics and/or customer relationship metrics (86% v. 65%).
  • + Award $4,292 on average to their Top Performer and $2,685 to their average performers in award points, merchandise, and gift cards.
  • + Award $6,833 on average to their Top Performer incentive trip earners.

Click each box to expand the accompanying data. 

Top Performer Group Incentive Trips

Limits on Number of Top Performer Trip Winners

Objective Qualification: Top Performer Incentive Trip

Qualification Complexity: Top Performer Incentive Trip

Sales Quotas: Top Performer Sales Incentive Trip

Reward Achievability: Top Performer Sales Incentives

Program Rules: Threshold to begin Earning Rewards

Program Rules: Rate of Earning Rewards

Reward Approach: Non-Travel Rewards

Budget Approach

Bottom-Up Budgeting Rate

Qualification Metrics: Top Performer Incentive Trip

Qualification Metrics: Award Points, Gift Cards, & Merchandise

Reward Reach

Average & Top Dollar Values: Award Points, Gift Cards, & Merchandise

Average & Top Dollar Values: Incentive Trips

Top Research Findings

Channel Incentive Findings

Employee Recognition Findings

a Direct Travel company

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