Making the Case: Driving Results Through Non-Cash Sales Incentives

Sales incentives are an important part of a successful strategy to get results. They drive revenue and focus your entire sales force on your goals.

Why Sales Incentives Work

Here are five important metrics from the Incentive Research Foundation to make the case for your sales incentive program:

1

🥇 83% of surveyed companies and 90% of Top Performing Companies have a sales incentive program as part of their non-cash rewards strategy.¹

2

💰 Case studies show an ROI of 100% to 112% when non-cash incentive rewards are used as a sales incentive.²

3

🎭 Overall, incentive programs can increase individual performance by an average of 22%.³

4

✨ The more eligible program participants earn in salary, the more they show a preference for tangible non-cash rewards – particularly rewards that are “hedonic” or pleasurable. And when people find a potential reward more attractive, they are motivated to work harder to attain it.⁴

5

📈 Non-cash rewards outperform cash because of four important effects:

• Justifiability – It’s easier to justify a reward than a purchase of a luxury item or experience. An earned reward is a point of pride
• Perceived value – People perceive tangible, non-cash rewards to be of greater value
• Separability – Recipients often mentally lump cash rewards in with compensation and forget both the origin of the funds and how they were used
• Social reinforcement – It is socially acceptable to discuss and even brag about non-cash, but socially discouraged to do the same with cash
  
  

Research consistently proves that companies that utilize non-cash sales incentives show an increase in performance and ROI.

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