Does your Telesales Incentive Plan need an overhaul (or are you looking to implement your first?)?

Greg Brown offers some practical advice in his work.com ‘Guide to Sales Incentives’.  His best advice?

Make the program simple. Easy to understand, easy to measure, easy to track.  Provides the incentive to get the job done without having to get bogged down in the details.

Promote it, promote it, and then promote it some more. Leverage the program to the hilt by referring to it constantly.

Track progress publically. This ensures accuracy but, more importantly, it taps into the competitive juices of the Telesales people.

Be sure to have the rewards on hand. Make it real and make sure your reps trust the program by rewarding in a timely fashion.