Creating a motivational sales incentive plan
Kola, Aki (2023)
2023
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2023121236308
https://urn.fi/URN:NBN:fi:amk-2023121236308
Tiivistelmä
A sales incentive plan is a tool for directing the daily actions of salespeople to create desired results both for the organization and its customers. It rewards salespeople for doing actions that the organization deems valuable.
The purpose of this thesis is to answer the question of how to create a sales incentive plan that directs the salespeople towards the strategic goals of the commissioning organization, Company X, while providing lasting motivation and satisfaction for the employees themselves. A motivated sales force is able to create more revenue and customer satisfaction for the organization.
A survey was created for the salespeople of Company X to find out their opinions about how they thought that the goals and incentives should be designed in order to achieve the goals.
The data collected from the survey suggests that there are several different key factors that need to be taken into account while designing a sales incentive plan. The salespeople value understanding the value they create to the organization and its customers, so their goals need to align with both in a way that is easy to understand. The salespeople value autonomy to a high degree, so letting them find their own way to achieve their goals is important. While alternative compensation methods have their place and are valuable to some, the sales team still values direct monetary compensation over the other methods.
The purpose of this thesis is to answer the question of how to create a sales incentive plan that directs the salespeople towards the strategic goals of the commissioning organization, Company X, while providing lasting motivation and satisfaction for the employees themselves. A motivated sales force is able to create more revenue and customer satisfaction for the organization.
A survey was created for the salespeople of Company X to find out their opinions about how they thought that the goals and incentives should be designed in order to achieve the goals.
The data collected from the survey suggests that there are several different key factors that need to be taken into account while designing a sales incentive plan. The salespeople value understanding the value they create to the organization and its customers, so their goals need to align with both in a way that is easy to understand. The salespeople value autonomy to a high degree, so letting them find their own way to achieve their goals is important. While alternative compensation methods have their place and are valuable to some, the sales team still values direct monetary compensation over the other methods.