{"id":1360,"date":"2021-01-08T16:14:25","date_gmt":"2021-01-08T15:14:25","guid":{"rendered":"http:\/\/i360.trejka05.pl\/?p=1360"},"modified":"2021-07-14T13:31:43","modified_gmt":"2021-07-14T11:31:43","slug":"incentive-scheme-for-sales-staff-what-you-need-to-know","status":"publish","type":"post","link":"https:\/\/i360.com.pl\/en\/program-motywacyjny-dla-sprzedawcow-co-warto-wiedziec\/","title":{"rendered":"Incentive schemes for sales staff \u2013 what do you need to know?"},"content":{"rendered":"

Incentive schemes<\/a> For retailers, they are a popular tool used to influence the sales force over the long term. Their main objectives include: increasing sales, training customer service staff, and reducing staff turnover amongst key personnel.<\/p>\n\n\n\n

Incentive scheme for sales staff. What are B2B loyalty schemes?<\/h2>\n\n\n\n

B2B loyalty schemes<\/a> (English:. Business-to-Business<\/em>) are initiatives aimed at specific links in the supply chain. They are usually carried out over a longer period, lasting up to several years. Annual campaigns, which begin and end within the same calendar year, are common. The organisers of such campaigns offer participants prizes in kind and cash rewards for achieving the set targets.<\/p>\n\n\n\n

Sales representatives are the target group for loyalty schemes, but this issue can be viewed in two ways. The term refers both to sales representatives of a manufacturer or importer and to those of independent distributors. This group may also include retail staff who deal with customer service. The first category is regarded as one of the first links in the distribution chain, whilst the second is regarded as the last.<\/p>\n\n\n\n

Although this term applies to people at various levels, they all share the same objective \u2013 to secure a sale. The difference lies in the target audience, as this may be a wholesaler or retail outlet (sales representatives) or the end customer (sales assistants, customer service staff, etc.). The company\u2019s revenue depends to a large extent on these employees, which is why various promotional campaigns are directed at them, designed to help improve the effectiveness of their work. Incentive schemes are most commonly used. However, these should not be confused with loyalty schemes, which are designed for end consumers.<\/p>\n\n\n\n

Why are B2B incentive schemes organised?<\/h3>\n\n\n\n

B2B incentive schemes are organised for a variety of reasons. The main factors contributing to this include: high market competition, ambitious sales targets, attempts to implement an effective communication platform, and the constant need to expand sales staff\u2019s knowledge and improve their skills. For this reason, initiatives of this kind usually not only reward participants for good sales performance, maintaining product visibility or meeting minimum stock levels, but also serve as an educational tool. Modern technology is usually employed for this purpose, such as webinars, online training courses, instructional videos, etc. Gamification elements are also extremely important; these are measures that encourage competition amongst participants striving to achieve a common goal.<\/p>\n\n\n\n

Factors contributing to an effective B2B incentive scheme<\/h3>\n\n\n\n

At i360, thanks to our many years of experience, we have identified several key factors that make a B2B incentive programme effective. The most important thing is to clearly define its objectives and rules, and to ensure the security of the data collected. Of course, the rewards are also significant, as are measures to minimise the burden on programme participants, and the strategy for implementing the entire initiative.<\/p>\n\n\n\n

Other significant factors include, amongst others:<\/p>\n\n\n\n

  • compliance with the GDPR,<\/li>
  • legal and tax compliance,<\/li>
  • IT security,<\/li>
  • preparing contingency plans and carrying out risk mapping,<\/li>
  • a high incentive ratio,<\/li>
  • implementing gamification,<\/li>
  • maintenance-free,<\/li>
  • communication relating to the individual behaviour of participants,<\/li>
  • the ability to make any necessary changes as and when required,<\/li>
  • analysing and acting on feedback.<\/li><\/ul>\n\n\n\n

    The most common mistakes made by organisers of B2B incentive schemes for sales staff<\/p>\n\n\n\n

    Common mistakes made by inexperienced organisers of B2B programmes include:<\/p>\n\n\n\n

    • an unoriginal offer that does not stand out in any way,<\/li>
    • the lack of specific programme objectives and a general lack of understanding of the concept behind such an initiative,<\/li>
    • the use of outdated tools, failure to capitalise on the potential of new media,<\/li>
    • focusing exclusively on issues relating to financial rewards,<\/li>
    • lack of educational elements,<\/li>
    • moving away from gamification,<\/li>
    • failing to draw conclusions from feedback and one\u2019s own observations.<\/li><\/ul>\n\n\n\n

      Of course, the examples listed above are not the only problems, but merely the most common ones. However, they all have measurably similar consequences. They contribute to a loss of profits, a squandering of potential, and the generation of further losses. What is more, repeatedly making the same mistakes leads to a situation where the range of programmes available on the market begins to look increasingly similar and ceases to be attractive or beneficial to anyone.<\/p>\n\n\n\n

      How do you introduce an incentive scheme for sales staff?<\/h3>\n\n\n\n

      It is extremely important to ensure direct contact and to make the new user registration process as straightforward as possible. This procedure usually involves obtaining consent to participate in the programme, as well as providing the necessary contact details, such as a telephone number or email address. How this stage is organised has a huge impact on the speed of registration, which in turn affects the effectiveness of implementation. If the organiser manages to attract a large number of participants in a relatively short time, they can move straight on to achieving the programme\u2019s objectives, namely reaping tangible benefits.<\/p>\n\n\n\n

      Registration should be as straightforward as possible, as simple formalities contribute to the success of the campaign. Ideally, it should be possible to obtain consent to take part, register the participant and involve all staff during the very first visit. Staff should be made aware of how the scheme works and the rewards catalogue. Finally, care must be taken to verify that contact details \u2013 such as telephone numbers or email addresses \u2013 are correct.<\/p>\n\n\n\n

      An incentive scheme for sales staff. How do we know it works?<\/h3>\n\n\n\n

      The specialists at i360 are involved in implementing programmes of this kind across many market segments and various sectors. These programmes have been running for many years, which is clear evidence of their success \u2013 unprofitable initiatives are simply discontinued quickly, as nobody would want to continue funding them. However, the best endorsement comes from the accolades and awards we have received from independent organisations.<\/p>\n\n\n\n

      What kind of rewards work best for sales staff?<\/h3>\n\n\n\n

      There is no doubt that cash is the most popular form of reward. As part of incentive schemes, it is paid out onto prepaid cards, into bank accounts or via SMS codes that can be redeemed at an ATM. This approach is very appealing at first, but over time, campaigns of this sort start to lose their appeal. What\u2019s more, participants may come to the conclusion that they should simply receive these funds as part of their salary, rather than as an additional reward.<\/p>\n\n\n\n

      It is precisely for this reason that it is extremely important to incorporate elements of gamification and educational value. Usually, the programmes also include a joint activity for all participants at the end of the session, such as a holiday trip, a concert or attending a sporting event. In this way, all staff come together around a shared interest, and the whole initiative gives them a sense of belonging whilst also being great fun.<\/p>\n\n\n\n

      What are the tax implications of running an affiliate programme?<\/h3>\n\n\n\n

      This issue is closely linked to the salesperson\u2019s form of employment. Individuals running their own non-agricultural business must treat the benefits received from participating in B2B as income from their business. Consequently, they will be taxed under the general rules, together with other business income for that month. In the case of individuals employed under an employment contract or a contract for specific work, the awarding of a prize requires the issuance of a PIT11 form, which must be sent to the tax office (in electronic form) and to the participant (in paper and\/or electronic form). Such income must also be included in the annual tax return.<\/p>","protected":false},"excerpt":{"rendered":"

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