This fast-paced, easy-to-read, four-page, biweekly sales bulletin will show your salespeople how to put together a league-leading sales presentation. It will include an opening that presents evidence; carries conviction; uses testimonials as a spear, not a crutch; and shows your salespeople how to close a sale that doesn't have all the profit squeezed out of it.
Does the type of reward matter? This study from the Forum for People Performance Management and Measurement suggests that awards need to align with organizational objectives.
Results from the study Awards Selection: Insights from Managers, conducted by the Forum for People Performance Management and Measurement, sheds light on the efficacy of 12 distinct motivational tactics used by HR and marketing managers across many industries to achieve 10 specific organizational objectives.
Employee Engagement has now moved beyond the buzz into the Executive Suite. Employee Engagement is an employee’s psychological and emotional connection with their job, which influences both their loyalty and performance. The definition seems logical enough. So how hard can it be to foster an environment where employees want “to stay; say positive things; and use their discretionary effort to benefit a company”?
This report presents a series of cases involving companies that implemented sales incentive programs. It makes a case for the use of post-hoc or post-program measurement of ROI to demonstrate the impact of the programs on sales performance.
This look at several specific case studies from the Incentive Research Foundation offers some suggestions for measuring sales incentive ROI.
Measuring To Manage address the When, How, and Why of employee evaluations as well as provides information detailing how to turn mediocre employees into top performers.
MeetingNews, the industry's only national newspaper that delivers the most timely and accurate news and analysis - keeping planners up-to-date on the ever-changing developments in the meetings industry. MeetingNews is published eighteen times a year, along with Regional Guides and the Meeting Planners Handbook.
Meeting Professionals International (MPI) the world's largest association of meeting planners, and meeting-industry suppliers, makes articles, books, and other research materials available through the MPI Resource Center. The resource center serves as a clearinghouse of information related to the meetings industry, and for a fee, depending on the nature of the research. MPI can offer information and articles on meeting planning companies, or rent lists of MPI members who provide professional meeting planning services. MPI publishes a monthly magazine, The Meeting Professional. MPI's publishing lineup also includes an annual membership directory that capsulizes late-breaking industry news. MPI has five special-interest groups, including one dedicated to sales and marketing. MPI maintains a "special interest group" for independent meeting planning companies. This group is currently the organization's fastest growing membership segment. MPI also publishes a monthly magazine, The Meeting Manager, which members receive free. MPI operates an online communications system, MPINet through CompuServe, which, as a networking and information resource for meeting planners and suppliers, allows meeting professionals to communicate with each other in a "private forum.”
Since 1965, Meetings & Conventions magazine has been helping meeting and event planners in corporations, associations, incentive houses and independent planning companies excel at their jobs and effectively manage their careers. In our award-winning monthly print publication and here at M&C Online, we offer in-depth features, informative columns, destination insights, news analysis, original research and much more. And, our new, improved website offers additional tools: an articles archive, a powerful facility search engine, breaking news and other helpful features -- literally at your fingertips.
Participants could enter the sweepstakes by sending four nonwinning tickets in an envelope with their name, address, and phone number.
As one of the world’s largest providers of information technology services and solutions, Modis delivers world class IT staffing services to Fortune 1000 and mid-market companies in the United States, Canada, the United Kingdom and continental Europe. Each year, Modis identifies and rewards top sales performers with the Circle of Excellence incentive trip. The key objective of the 2007 program was to recognize employees who met or exceeded their goals for 2007, while at the same time motivating them to reach even higher goals for 2008. To qualify, individual producers, individual producers had to generate a specific dollar amount in new gross profit dollars. Management set those individual qualifiers to significantly exceed their forecasted profit and growth goals for the year if achieved.
The program was built around a point system. Wholesaler showroom personnel earned one point for every two sales; counterpersons received a point for every six sales. Points were redeemable for merchandise from an "MVP Awards Extravaganza" catalog.
Territory managers received product guides that highlighted the features and benefits of the Stainmaster Carpets. Participants qualified for four levels of awards based on sales performance, and were also registered for three different sweepstakes. Daily sweepstakes featured electronic items which reinforced the entertainment theme. Weekly sweepstakes featured the choice of unique travel and merchandise awards including a first-class trip to New York with Broadway tickets, a visit to the world-renowned Chicago House of Blues hotel and club, or for the less travel-inclined, a Wurlitzer Jukebox.
Mohawk Industries utilized the competitive excitement of the NASCAR racing season to capture the attention and loyalty of their 25,000 nationwide independent retail stores' sales force. The Mohawk Stainmaster Cup Series embraced the racecar theme to particularly appeal to their salespeople who, on average, generally have a strong affinity for sports, electronics, and outdoor activities. The choice of incentives, which included branded electronics, golf equipment, tools and outdoor items such as grills, lawnmowers, etc. keyed on these interests while sustaining the racing theme. The award mix included items that the real race enthusiast would appreciate such as binoculars, coolers, stadium seats, cameras, sunglasses, and a hand-held TV.
New study shows link between "zealous" employees and motivated consumers.
This book reveals how Southwest Airlines, Walt Disney Co., Ben & Jerry's, and other companies have turned themselves into "motivating organizations" that inspire employees to do excellent work.
This vertical research study focusing on the hospitality industry serves to introduce the Incentive Research Foundation's Motivational Index.
A study on employee motivation and performance in the hospitality industry that looks at strategies for reducing employee turnover.
Various authors give you the lowdown on many motivational issues. Contains good summaries of both Maslow and Herzberg.
To assist dealers in meeting goals, Ford implemented a multipronged strategy that included launching new models, realigning prices for key models, increasing management support, re-evaluating advertising and promotion, and introducing "The Chairman's Challenge" incentive campaign.
Multichannel Merchant is the authoritative source for catalog marketing intelligence. Since 1983, it has built a reputation for anticipating, reporting, and analyzing changes affecting the catalog business.
Business executives from across the nation will gather for the 7th Annual Multicultural Marketing Summit in order to gain firsthand knowledge of how Hispanics, African Americans, and Asian Americans contribute to the increasingly diverse richness of the population. During the three-day conference, presenters will provide knowledge and insights on groundbreaking research, professional experiences, and techniques specific to ethnic marketing, media and distribution.
National Association for Retail Marketing Services (NARMS), a not-for-profit association, is an association of firms providing a variety of merchandising services to all classes of trade, including grocery, drug, discount, department, home and building centers, computer/office supply, and convenience retailers.
NASP is a non-profit organization with the sole purpose of becoming the #1 Resource for Sales Professionals. We look forward in helping each and every NASP member increase knowledge, growth and focus on their Sales careers. So please take advantage of our membership and certification opportunities.
National City Bank’s Bravo! recognition program was designed to motivate 12,000 customer service representatives and customer service leaders to generate a 25% increase in referral volume.
The National Sporting Goods Association (NSGA) serves the sporting goods industry by providing information, education and cost-saving services. In addition, NSGA serves as the voice of the retailer/dealer, speaking out on issues that affect sporting goods retailers/dealers. NSGA speaks out in its own publications, through its Board of Directors and by taking active roles in issues-based coalitions.
Net Worth deals with the idea that Buyers are losing their patience and trust in sellers. By playing with the relationship between buisnesses and their customers, Hagel and Singer suggest readers to challenge their fundamental beliefs about marketing, brands, and value.
A recently announced partnership between TMGov.org, a portal serving the government sector, and the Enterprise Engagement Alliance (EEA) promises to facilitate the flow of research on the emerging field of Enterprise Engagement and increase economic efficiency and operational effectiveness among businesses and government agencies.
The extent to which managers provide guidance, feedback and the appropriate level of autonomy for staff is key to whether employees go the extra mile for their organization, suggests new research for the ...
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