Dan Hawtof

What to Consider When Creating an International Rewards Strategy

Rewards programs are important because they can help you engage your customers, employees, sales partners, and other stakeholders. They can also incent certain behaviors that contribute to your bottom line. These programs provide a mutually beneficial relationship between your organization and reward recipients, but...

Best Practices for Creating the Right Rewards Program that Drives the Right Results

When done right, a high performing incentive program will provide the right reward to the right person and drive the right results. However, because each audience and organization is different, reward programs contain variable components. There isn’t one off-the-shelf program strategy that will work...

Use a Platform, Not Spreadsheets, to Manage Indirect Sales Team Incentives

We all know it’s true: A lot of indirect sales team incentive programs are still being managed with spreadsheets. It’s far more common than you’d expect, even in some of the larger companies. And, honestly, there’s nothing wrong with using spreadsheets if you want...

How to Incent ‘Non-Sales’ Behaviors in External Sales Teams

If your primary responsibility involves motivating external sales teams—including resellers, distributors, clinics, dealers and other partners—you know how challenging it is to engage all of your indirect channels. Sure, you can offer traditional sales performance incentive funds (SPIFs) for sales, but what about incenting...

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