Sales Incentives: The two sided debate

It’s estimated that over 127 billion dollars are spent on internal sales incentives and channel sales incentives each year- and sales managers have long appreciated the value of non-cash rewards to get that incremental lift in sales performance over established, traditional commission-only programs. Sales managers have competing views on the most effective types of sales incentives. One school of thought maintains that cash prizes are  always  preferable to products and services, for they give their recipients total liquidity with which to buy the things they want or need. Proponents of this theory allege that trips, vacations, and other novelties may …