Channel incentive programmes to boost morale

Posted by Dan Kelly

It’s good business practice to ensure that your channel sales team is happy and individuals are achieving job satisfaction in their roles. As the team that secures sales and puts money on your bottom line, they are central to your business’ success. So the more you can do to incentivise them and boost morale, the better.

We take a look at some sales channel incentive programmes that can help boost morale of your channel sales team.

A happy sales team is a productive sales team. It’s true of anyone that if you’re happy in the workplace then you’re more inclined to spend time there, work hard and want to deliver for your company. If your sales force operates in a channel, then incentivisation is particularly beneficial as it helps makes your business stand out.

Your products or services are often competing for your sales channel team’s attention, alongside those of other companies. So you need to ensure that they are motivated to sell your brand over and above any other. If you can demonstrate that there’s something in it for them, they will be even more inclined to succeed on your behalf.

Take a look at our channel incentives

Creating a rewarding culture

A positive and rewarding culture is a great place to start. It might involve a pizza lunch, or taking time to celebrate when a big win takes place, or acknowledging when a team has been putting in extra hours to seal an important deal. You could even offer a subsidised gym membership or run complimentary exercise classes in the boardroom at lunchtime.

Gestures like these, in return for hard work and dedication, can make your employees feel appreciated. They can also help to create an emotional bond whereby they will want to make more effort for you, making them more engaged with your business. For other ideas how to reward success, read our blog, 5 tips to managing a high performing sales team. 

Contributing to a happy working environment

Staff who are engaged with your business can sell it more efficiently, and not only to your customers – to each other. Positive employees can contribute to an attractive working environment, helping to build a workplace that the rest of your staff are enthusiastic about being a part of.

The more you can do to support and enthuse your employees, the better ambassadors they will be for your company, and the better job they will want to do for you. On top of all this, a contented workforce will not only make you money, it will save you spending on recruitment fees and training because satisfied employees usually stick around.

Implementing a company channel incentives scheme

Another way to motivate staff to boost morale and kick-start an emotional connection is by implementing a company channel incentives scheme. Offering rewards that staff can work towards allows them to reap tangible, measurable benefits in return for hard work and success. There are numerous ways to run these programmes and the best ones are adaptable, allowing you to mould to a way of working that’s reflective of your company values.

Online incentive programmes work well as they are accessible to all, easily updated and straightforward to communicate. Your available rewards become visible to your sales channel team and you can set up targets for them to check and monitor their progress. You can also add leaderboards to create a bit of healthy competition amongst your team. This set up also helps facilitate reporting from a management point of view, so managers can see who needs support and who’s progressing well. They can also reward those salespeople who are excelling.

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Training and supporting your sales channel

Training and support is key to selling, as a sales team needs to be well-informed to feel confident and convincingly communicate USPs and sales pitches. But it can also help motivate staff and boost morale.

You can make sure they’re armed with the tools and knowledge they need by running online training in conjunction with your incentives scheme. This allows employees to accumulate points towards a reward for every training module they complete. The more they get to know about your brand, the happier they should feel about selling it.

Motivating with desirable prizes and sales floor days

For a new product launch or a big project it can be a good idea to offer a significant reward that will drive your channel sales team to over-deliver for you. A short-term incentive offering a highly desirable prize, such as tickets to a major sporting event or a holiday, can be very motivational.

Alternatively, you could make the rewards instant and upfront by executing a promotional sales floor day to drum up energy and excitement. These events allow you to work closely with your sales channel team. For instance, you could hand out instant-win scratchcards or codes that they can redeem against points in a wider channel incentives programme. To learn about other sales floor games like this, read our blog, SPIF day ideas to motivate your sales team.

Helping you to maximise the success of your sales channel

However you choose to implement a channel incentive, there’s no doubt that it will engage and motivate your sales channel force, boosting morale and results, and enhancing relationships with your company.

At CR Worldwide, we can quickly design, launch and optimise effective channel incentive programmes that drive increased sales for your business. Our channel incentive schemes are:

Easy to manage — Our programmes offer real-time reporting in participation with ROI and budget management. This makes managing, organising, tracking performance and assessing the value of your incentive schemes simple.

Easy to implement — Our turnkey MyRewards platform can be tailored to suit your requirements, meaning you can be ready to implement incentive schemes quickly.

Easy to use — Our platforms are made to be quick to launch and easy to understand, so your sales channel teams can meet their targets, view potential rewards, and chart their progress towards winning them.

We’d love to excite, engage and inspire your sales channel partners with our channel incentive schemes. To speak to a member of our award-winning team: