It’s time to make your channel sales incentive/spiff programs really work for you. Effective use of spiffs can help you drive revenue faster, boost engagement levels with both current and new channel partners and their reps, and grow market share for your target products, services, and market segments. Make smarter decisions faster with data driven insights resulting from your spiff programs. Monitor leading indicators for early signs of share shift. Drive sales growth, strategically. .. by effectively managing channels sales incentives or spiff programs.
In some industries, distributing cash incentives to channel sales people may seem like the cost of doing business. The risk of considering spiffs a necessary cost, is that the spiffs drop off the radar screen of senior sales and channel leaders and you potentially lose the insights and the leverage that come with a high impact program. You not only risk losing the loyalty of your channel partners; you forgo the insights provided by the ‘leading indicators’ that are available in strategically designed channel loyalty program. We’ve seen large global enterprises run sub-optimal channel loyalty programs year after year, and their channel revenues continue to be weak.
There are smart moves you can make to optimize your ROI from your spiff programs and outpace your competitors. You need to rethink your approach to channel sales spiffs before your competition converts your channel partners.
And finally, a compelling channel loyalty program also has to be easy to use – from the perspective of your channel partners and their reps, and from the perspective of your partner account managers. Support your program with service level agreements, a responsive help desk, advanced technology and business processes, strong analytics and a success team.
Want to learn more? Give us a call, schedule a demo, or review our white paper – 7 Questions You Should be Asking About Your Channel Sales Incentive/Loyalty Program.
And check back in shortly for my next blog – 5 Reasons Why Your Spiffs are Not Working.
We deliver on challenges from the largest enterprises with massive volumes, unique processes and the specialized requirements of niche vendors to emerging high growth companies with early stage programs.
Hundreds of thousands of claims processed. Millions of dollars in sales incentives validated. Year after year, we’re proven.