Sales-motivation

4 Traits of Sales Motivation Plans That Work

What goes into sales motivation plans that work? There can be several answers. Below, we present four strategies that your company can use to create sales motivation plans that work best for increasing sales. If you need help implementing incentive-based travel in the reward structure, we’re here to assist you.

  1. Leading the Team With “Carrots” Instead of “Sticks”

In the book The Carrot Principle, researchers Adrian Gostick and Chester Elton explore whether praise, criticism, or a combination of both is most motivating to employees. Because no sales team operates perfectly, most companies need to use both approaches.

However, the authors find that balancing sticks with carrots, or offering more carrots than sticks, creates the highest motivation. Offering verbal rewards can be as important as offering tangible awards, the researchers found.

  1. Offering Small Rewards Leading Up to a Large Reward

A large reward, such as incentive travel trip to a unique destination, can create a high level of motivation. To help sustain the motivation, consider offering small performance rewards, such as monthly bonuses for generating quality leads or closing sales, that lead up to the large reward.

Offering small rewards is money well-spent for two reasons: It encourages employees to achieve high success over both the short-term and the long-term, and it helps them qualify for the large reward.

  1. Offering a Reward With a High Degree of Novelty

Small incentive-based awards are a great way to sustain motivation from month to month, but offering a large award that has a high degree of novelty adds a new level of incentive to the equation.

Novelty means different things to people, but one form of novelty everyone seems to appreciate is traveling to a unique, worldwide destination, and enjoying special activities while there. This is why we’ve created a successful business out of helping companies plan incentive travel trips.

  1. Rewards Given According to the Incentive Program

When it comes to incentive-based motivation, one of the worst things a company can do is fail to honor terms on which rewards are given. Whether an employee fails to receive a weekly bonus or an annual incentive travel trip, the motivation that came from the prospect of receiving it is gone.

If a company doesn’t follow through on its incentive program, it can become like the boy who cried wolf. Employees are less likely to take future incentives seriously, which essentially means that opportunities to motivate them become fewer.

About Our Company

Incentive Travel Solutions is an incentive trip planner that helps companies plan and embark on novel travels to amazing destinations, and enjoy unforgettable activities during the journey. Trips we facilitate aren’t like standard vacations. They’re designed to create memories that last a lifetime, which is a major element of motivating employees to qualify for incentive-based travel.

To inquire about our services, call us today at (704) 540-1482, or refer to the contact form on our website. We look forward to learning about your company and presenting travel options for rewarding your hard working sales team — options that create sales motivation plans that work.

 

 

incentive-trip

Setting Goals That Motivate Workers: Money Vs. What It Can Buy

For centuries, setting goals that motivate workers has been a top priority for successful companies. Over the years, opportunities to motivate workers have changed along with technology. But one thing has stayed the same: Money is a highly sought after motivator.

There are two reasons why: Money helps ensure that our needs are met, and it gives us the power to get material things we want. This is why profitable companies often reward workers with both cash incentives and non-monetary incentives that have an obvious cash value.

Ideas for Non-Monetary Incentives

For most companies, monetary incentives comprise a fairly straightforward range of options, such as performance bonuses, annual salary raises, and stock options. Non-monetary incentives, on the other hand, are a bit like the Wild West: Practically anything people value can be used, which creates the challenge of setting the right motivational goals.

If your company is facing this challenge, below are ideas for setting goals that motivate workers not with dollars, but with what money can buy.

  1. Luxury Personal Items

Luxury personal items range from private jets to gem studded jewelry. The luxuriousness of the products often supplies them with novelty, But items that tend to generate the most motivation are those that don’t cost much to maintain and essentially last a lifetime.

A watch from Rolex or Cartier is an example of this type of reward. The piece costs a few thousand dollars, which is ostensibly less than the amount of company revenue the recipient generated to receive the eye catching piece. High-end luxury items may not be a good fit with your company’s culture, but if they are, they’re a surefire way to commend success.

  1. Incentive Travel Trips

As we’ve seen through our experience in the incentive travel business, incentive travel trips to unique destinations are a great option for setting goals that motivate employees. The intent is to perform well enough to qualify for the trip — and you, as the employer, set the qualifications.

Exactly what types of trips are we talking about? This blog on traveling California’s Napa Valley region provides an example of an incentivized goal that involves world class travel.

  1. Business Award Plaques

Almost everyone wants to be recognized for his or her achievements in the workplace. Enter award plaques, which come in a various styles and feature engraved messages that commemorate the recipient’s achievement. Most business award plaques are highly affordable, but their value is primarily psychological. They’re one of the few types of awards that are inexpensive to buy, yet mean a great deal to the recipient.

  1. Waiting Job Promotions

Some companies find that promoting employees to higher positions in the company generates a lower employee turnover rate than companies that sift through resumes, looking for the best “talent” behind the applications. Taking the promoting from within approach is a great way to make workers feel allegiant to your company. The key is to establish a program that provides employees with clear guidance on how to achieve goals that trigger promotions.

Who We Are

Incentive Travel Solutions helps companies plan unforgettable incentive travel trips to unique destinations across the globe. In addition to handling the travel and lodging arrangements for a trip, we send a retinue of trained travel attendants with you attend to your wants and needs, and resolve any unforeseen issues with the travel itinerary.

To learn more about how incentive travel trips can assist with setting goals that motivate employees, call us today at (704) 540-1482, or fill out our contact form. We look forward to helping you explore the opportunity of motivating your workers with incentive travel trips.

 

 

 

 

 

employeemotivation

4 Ways Companies Can Improve Employee Engagement

Most seasoned executives have been to a company meeting where employees stared off into space with glazed eyes, appearing to be disengaged, when the point of the rendezvous was to be highly engaged and move along with business. If the meeting was held right after lunch — the hour for the traditional Mexican siesta — that alone may be the problem. But, jokes aside, the disengagement could instead stem from a lack of meaningful performance incentives.

Strategies for Improving Engagement

In the field of business psychology, there are hundreds of approaches companies can take to increase the engagement — and, by extension, improve the performance — of their workers. But some strategies have a broader range of application than others. Below, we list four such strategies, and comment on each from the perspective of employee motivation.

  1. Be Generous With Financial Compensation

Mark Twain famously said, “The lack of money is the root of all evil.” His statement is a humorous rejoinder to the Biblical observation that money is root of all evil, but to employees who are financially under-compensated, Twain’s aphorism speaks the truth.

Miserly financial compensation leads workers to feel unappreciated, which leads to low morale, which leads to a lack of motivation to be engaged, which leads to a lack of productivity. In reality, not being generous with employees can be costlier than ponying up and providing great, performance-based financial incentives are possible if you have the profit column for it.

  1. Offer Incentive Travel Trips to Top Performers

Incentive travel trips to unforgettable destinations that entail awesome activities don’t replace financial compensation, but they can serve as a meaningful motivator to upper level employees who are accustomed to receiving generous bonuses, raises, stock options, etc. The key is to ensure that the trip is truly novel and not a cookie cutter vacation, as the novelty of the journey is largely responsible for motivating travelers to perform well enough to qualify for future travel.

  1. Implement a Well-Defined Promotional Track

Not to be rhetorical, but what kind of employees would you rather have: ones who don’t mind staying in their current position forever, or ones who are motivated to succeed greatly and reach higher levels? Practically every company offers job promotions, but not every business gives employees a clear, experience-based and performance-based appraisal of how the promotional process works.

According to Peter Vasic, Director Sales & Marketing at Engraving Services Co., “Replacement costs for an employee can cost a company anywhere between 100–250% of the employee’s annual salary.” Giving employees clear idea of the promotional path helps keep them in-house and motivated to reach the next tier of success in their work life.”

  1. Lead With “Carrots” Instead of “Sticks”

In The Carrot Principle  — a seminal book on employee performance in relation to leadership styles  — researchers Chester Elton and Adrian Gostick state that “Recognition answers a universal need to matter to those with whom we work.” Furthermore, “[The] #1 reason employees leave an organization is that they feel unappreciated.”

One thing that precipitates feeling unappreciated is a management style that leads with “sticks”  — a style that recognizes mistakes far more than successes  — instead of a management style that leads with “carrots”  — a style that essentially takes the opposite tact. Put yourself in your employees’ shoes. Would you really feel motivated to engage more deeply with company business if your talents seemed taken for granted?

Who We Are

Incentive Travels Solutions is an incentive travel trip planner that specializes in creating and managing unforgettable, incentive-based travel trips that support teambuilding and motivation in the workplace. To inquire about our services, please call us today at (704) 540-1482, or use our contact form. We look forward to learning about your business and its reward structure.

 

 

employee-productivity

4 Signs That Employee Productivity is on the Skids

If human resources are a company’s most valuable resources, as a famous business perspective claims, then employee productivity is the lifeblood of company. Has employee productivity at your company taken a dive? If so, it’s important to recognize the signs and consider whether they have more to do with factors in the work environment than employees’ personal integrity.

With this in mind, let’s look at four common signs that indicate a lack of productivity due to a lack of motivation, and explain how incentive-based travel trips can help address the phenomenon.

  1. Company Meetings are Used to “Catch Up”

Sometimes, company meetings need to be held to apprise employees of unexpected contingencies in a business project, or to brainstorm solutions for a sudden obstacle. But meetings are ideally used to move everyone forward regarding the work in question. This only happens when employees maintain good inter-communication between meetings.

Workers who don’t maintain good communication and only seem “in it for themselves” often express a dissatisfaction with their work or the workplace, such as a low level of compensation that is incongruous with the high level of effort they put forth in order to succeed.

  1. Near Maximum Number of Sick Days Taken

Management doesn’t blink when an employee takes all of his annual vacation days, but when he uses all of his sick days, too — especially in the absence of a doctor’s letter — his work behavior can look lazy and disengaged. However, before managers write him off as a barnacle on the corporate ship, they should consider whether the unproductive behavior is tied to unproductive practices in the workplace, such as offering more criticism than praise.

  1. Heavy Internet Use That Isn’t Work Related

At most companies, it’s acceptable to read an online fashion blog or sports column during lunch hour, but when leisurely web surfing occurs throughout the rest of the day, it takes employees away from their tasks, or at least slows them down. In many cases, though, the root of indiscriminate internet use in the workplace isn’t due to simple laziness. Rather, it’s often tied to a lack of satisfaction with work due to a lackluster employee reward structure.

  1. Vacations Sought at the Busiest Time of Year

After your employees work in your industry for a while, they learn which times of the year are busiest and most stressful for your company. Those are the times when you need your employees most, but if they don’t like the work environment, the dissatisfaction is likely to be magnified during periods of heavy business.

Playing hooky with vacation days is an easy way to de-stress for a few weeks, but when workers return to their jobs, they often find that vacation leave makes work pile up, which creates more dissatisfaction and a desire for more vacation. To help end the vicious cycle, consider whether employees truly have a fair work situation. If they don’t, make it right.

How We Can Help

It’s tempting to write off non-productive employees off as lazy, selfish, entitled, etc. But when employees seem to exhibit these qualities, it can be symptomatic of a larger problem: a lack of meaningful compensation that leads to a lack of morale, which compromises productivity.

At Incentive Travel Solutions, we find that highly enjoyable, incentive-based travel trips can increase employee productivity in two corollary ways: By providing meaningful compensation for great performance, and by motivating employees to qualify for the compensation. To learn about our services, give us a call today at 704) 540-1482, or inquire by using our contact form.

vacation

3 Reasons Skipping a Vacation is a Bad Idea

You would think that most people don’t need much encouragement to plan a nice vacation and embark on journey that spirits them away from commonplace surroundings and daily stress. Yet, according to a recent article in The Wall Street Journal, “In total, Americans left 658 million vacation days unused [in 2015].”

The article goes on to mention that “222 million [of the 658 million unused vacation days] were forfeited because they couldn’t be rolled over or paid out in any way.” However, having a rollover policy for vacation days instead of a “use it or lose it” policy is no guarantee that more vacation days will be taken. It it isn’t uncommon for workers to retire holding tens of thousands of dollars in unpaid vacation days — and sometimes more.

Reasons to Take a Vacation

There are plenty of need-based reasons that understandably stand in the way of taking a vacation, such as a temporary lack of disposable income or being the sole caregiver for an ill relative. But if a person refrains from vacationing to appease the tycoon-ish ways of his or her employer, that’s not an acceptable reason. The vacation days should be taken; below are three reasons why.

  1. Supports Physical Health

According to a report in The New York Times, based on a 2000 study that observed 12,000 men for nine years who had a high risk for coronary heart disease, “Those who failed to take annual vacations had a 21 percent higher risk of death from all causes and were 32 percent more likely to die of a heart attack.” When we have health issues, we often try to implement healthier habits. Vacationing should be one of those habits.

  1. Supports Mental Health

In our capitalistic, work-driven culture, we like to think of ourselves as workers who can withstand lots of stress to capture the light at the end of the tunnel: a nice paycheck. However, unless the stress is released, it can lead to mental fatigue, anxiety, and a general sense of malaise, regardless of how much money we stuff in our pockets.

According to a 2009 study, Canadian researchers Joudrey and Wallace report that “Active leisure pursuits and taking vacations helped to buffer or ameliorate the job stress among a sample of almost 900 lawyers.” Whether you’re a lawyer who has a big caseload or a legal secretary who could use a second set of hands to multitask, vacation helps you de-stress.

  1. Boosts Job Performance

Can something that takes you away from your job improve your job performance when you return? According to Live in the Now — a web-based organization that promotes a holistic approach to good health — every additional 10 hours of vacation time employees took, their performance ratings from supervisors increased 8 percent. The rejuvenation received from vacations leads to greater productivity and creativity once people return to their job.”

Who We Are

Incentive Travel Solutions is a planner and facilitator of incentive-based travel trips that reward top performers with world class travel destinations and activities that create lasting memories. To give your hardworking employees the break they need, please call us today at (704) 540-1482 to start the planning process, or use our contact form. We look forward to helping you travel in style!