Diversifying Your Incentives Strategy

Posted by Kellie Auman on Sep 19, 2017 2:05:00 PM

If we talk about partner channel mindshare a lot in this blog, it’s because it’s critically important and yet a factor many vendors overlook -or underestimate- to their own detriment.  Aside from situations where you have locked-in dedicated partners, it’s vital for a vendor to always remember that there will be competition for the time and attention of partner-level sales staff.  The vendors who come out on top are usually going to be those who find the best ways to incentivize their partners.

One of the most common ways to do this is the ever-popular Sales Performance Incentive Fund, or SPIF.  Or, just plain “bonuses.”  Set sales targets, and pay out a SPIF to whatever partner or salesperson who performs the best.  It’s simple, it’s direct, and it’s effective…  but other options exist.  It's key to diversify your sales incentives strategies rather than relying on SPIFs alone.

Topics: sales partner incentives, channel incentives, developing incentives

Picking The Right Carrots: How to Effectively Incentivize Your Channel Partners

Posted by Seth Jacobsen on Oct 4, 2016 10:25:00 AM

When it comes to inspiring better performance among your sales partners, one of the most reliable options is the incentive program. Whether you're fighting to increase mindshare among sales reps pushing many competing brands, or simply looking to boost sales among dedicated franchisees or VARs, incentive programs have been shown to be highly effective.

But of course, there are a lot of possibilities for incentive programs out there, and not all of them are as effective as others. Some can even end up being money pits, if they cost more to implement than they bring in via increased sales.

Topics: Scale Your Channel, channel incentives

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