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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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Chapter 32

Sales Contests Connected to Training

CHAPTER OVERVIEW

How to Build a Great Incentive Program for Your Sales Pros

Incentive, Recognition, and Performance Improvement Programs

Incentives vs. Recognition

A Comprehensive Reinforcement System

Key Elements of Successful Programs

Measurable Program Objectives

Realistic Program Objectives

Specific Program Period

Carefully Selected Participants

Significant Award Opportunities

Appealing Awards

Clear Rules

Frequent Program Communication

Performance Reporting

Budget Considerations

Clear Benchmarks for Program Success

Ongoing Observation/Analysis

Post-Program Evaluation

Cash vs. Non-Cash Awards

Cash Awards

Advantages of Non-Cash Awards

Common Mistakes with Incentive and Recognition Programs

Setting the ...

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